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A Summary of

Fear of Sales

by
Elad Gil
Elad Gil
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Why do product-center founders fear sales? 1) Familiarity Even though founders like to have familiarity with their own sales, they have to learn how to hire a sales leader just like how they also have a finance and PR team. 2) Perception of viewing sale applicants as liberal art degrees who were athletes in college Sales productivity is really easy to track, so founders shouldn’t fear the stereotypical profile of sales managers and they should just hire them and check on them. 3) Cultural concerns It’s certain that sales will change the culture, so instead of fighting it, founders should learn how they can productively incorporate sales people. 4) The fear of overspend and crash & burn If a company hires a lot of sales people before it has a successful sales model, the company may lose a lot of money. Thus, it is often better to start sales teams small and experimental before enlarging the team.

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