Hiring
How to hire salespeople for the AI era
A practical framework for hiring sales people when AI has changed prospecting, research and follow-up, but buyers are still human.
7 min read
Insights
How Sales hiring actually works now
Commentary and opinion on the Sales and GTM hiring market, written for people who have to make hiring decisions. For the reference material — guides, scorecards, pay explainers and tools — start in Resources.
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AI and GTM
What makes an AI-savvy Account Executive
What AI fluency actually looks like in an Account Executive, and how to tell the difference between genuine leverage and automated noise.
6 min read
Assessment
How to assess a salesperson beyond their CV
A structured approach to assessing sales candidates: quota evidence, live discovery exercises, scoring and reference questions that reveal real ability.
7 min read
Team building
How to build your first sales team
A sequencing guide for founders moving from founder-led selling to a first sales team, including who to hire first and what to have ready.
8 min read
Team building
When to hire Revenue Operations
The signals that show a business needs a Revenue Operations hire, what the first RevOps person should own, and how AI is changing the role.
6 min read
Assessment
The difference between sales technology knowledge and actual selling ability
Why tooling fluency and selling ability are separate skills, how to test each one, and what happens when hiring processes confuse the two.
5 min read
Sales skills
What sales skills AI cannot replace
AI has taken over research, sequencing and admin. These are the selling skills it has not touched, and how to test for them when you hire.
7 min read
Assessment
How to assess whether a salesperson is coachable
Coachability predicts ramp speed better than almost anything else on a CV. Here is how to test it in an interview instead of guessing.
6 min read
Assessment
How to tell whether somebody actually wants to sell
Plenty of people end up in sales rather than choosing it. Here is how to tell the difference in an interview, and why it predicts attrition.
6 min read
Sales skills
What personality traits make someone good at sales
The traits that actually correlate with sales performance, the ones that do not, and why hiring for a single sales personality is a mistake.
7 min read
Hiring someone who has to sell?
Tell us what you are trying to build. We will tell you honestly whether we are the right people for it.