Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

Hire Sales Reps Who Last Sold Something Harder to Sell

16 Mar 2024 · 0 min

Watch on YouTube

0:28

A short YouTube talk by Jason M. Lemkin advising startup hiring: prefer sales reps whose most recent prior product was harder to sell than your product. Lemkin argues such reps adapt quickly and "fly" because selling your comparatively easier product feels lighter; he illustrates this with an anecdote about a CRO who started as an SDR in his "CRO Confidential" series.

When you hire someone whose last product was super hard to sell and yours is merely hard to sell, like, hard, but less hard than last one, it's like a weight is off their, their shoulders. It's like, it's like you've cut off, cut off some weights from their feet and they just fly. They just, they just fly and, you know, same blonde CRO at Brax, we've done so much together. Our CRO Confidential series, when he was our first sdr, he flew when I worked with him in the very beginning as SDR and.