Youβre reading an excerpt of Founding Sales: The Early-Stage Go-To-Market Handbook, a book by Pete Kazanjy. The most in-depth, tactical handbook ever written for early-stage B2B sales, it distills early sales first principles and teaches the skills required, from being a founder selling to being an early salesperson and a sales leader. Purchase the book to support the author and the ad-free Holloway reading experience. You get instant digital access, commentary and future updates, and a high-quality PDF download.
However, before you progress to professionalizing your sales organization, itβs key that youβre ready to do so, and that youβve met the exit criteria for moving to the next stage of your company. Remember how the exit criteria for knowing that it was time to hire dedicated sales staff was that you had successfully sold to a statistically significant number of customers? Well, the exit criteria for knowing that youβre ready to hand the reins off to a dedicated sales leader is that you have a set of sellers who are successfully selling your solution at least as well as you were.