Jason Lemkin: observation

Transcript context

…I see. So you can hire the first two reps before you're like, "Here's a pretty good process that has worked for me a number of times." Yeah. Listen, as hard as it is for a lot of founders to even get their arms around, the reason is you've got to be that crummy first head of sales with them. You've got to manage those reps. You've got to be in the field with them. You've got to be figuring it out before you can hire the person. You just have to even if you're terrible at it because you're still going to be a good middler. You're still going to be a good middler. Okay. A few more things that stood out to me. One is hire two sales reps immediately, not just one. These reps you need to interview about 30 people. Eight will be pretty good, 20 will be terrible, and two, these are people that you can see selling your product and you would buy from them. They're often very quirky and not maybe a traditional sales background. They've never been VPs of sales, essentially. They're more like AEs and things like that historically or maybe not even salespeople historically. Is that right?…

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