Sellers Won’t Build Your Company For You

Founders: A seller won’t build your company for you.

If that’s your expectation, you’re in for a bumpy ride.

So here’s how the story goes (saw + lived it multiple times):

1. A seller gets paid (in the founder's mind, a lot; in reality, not)

2. With that comes the idea that the seller has to take care of:

- filling gaps that marketing had to own (brand, comms, events)

- go way out of depth to help mitigate product issues (for SaaS)

- help train and mentor younger reps because nobody has time

… all while trying to do their main job: facilitating between orgs.

And then wonder that sellers:

- don’t hit their (often absurd) targets from an ivory tower

- as a consequence, get fired (often as the scapegoat)

- burn out and/or quit themselves, because: “no, thanks!”

If that is you, and you want to avoid or stop this, consider this:

1. Design your seller’s environment to focus on their main job

2. This means hiring the right air coverage to free them up

3. Are the patterns of complaints? Take them seriously!!

If things still don’t work out (might happen), it’s less your fault!