The Biggest Mistake Founders Make in Hiring Sales Teams - Unlocking Success! Flexport's CRO

Name: The Biggest Mistake Founders Make in Hiring Sales Teams - Unlocking Success! Flexport's CRO
Uploaded: 2023-11-26T15:30:11+00:00
Duration: 33 s
Channel: Jason M. Lemkin
Description: Flexport's CRO says the biggest hiring mistake founders make is offering too much cash and too little equity to salespeople, misaligning incentives…

26 Nov 2023 · 1 min

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Flexport's CRO says the biggest hiring mistake founders make is offering too much cash and too little equity to salespeople, misaligning incentives. Early success masked a real problem: the company had built support infrastructure that worked for a small team but broke when they tried to scale without a clear hiring strategy.

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And at some point I realized hiring great sellers is the hardest part of this job. Hiring and ramping great sellers. Really incredible how far you can get. And what we found is the same thing that had been our, our biggest asset, which was this incredible support infrastructure that overproduced leads, that allowed us to have multiple account managers paired with one account executive. You know, all these things we did to give our best sellers leverage, they were ultimately a huge liability because we, we, we did not know how to grow a sales team. In fact, I think like one of the mistakes founders make overall is they overly focus on paying sellers in cash and they don't give enough equity.