Before bringing on a sales hire, a company needs three things: a documented ICP that describes what the best-fit customers look like and why, a clear articulation of the company’s value proposition in language buyers actually use, and a defined process for how relationships are developed from first contact through close.
Without those foundations, a new salesperson will spend their first six to nine months figuring out things the company should have figured out for them, and many will not stay long enough to put that groundwork to use.
