Gia Scinto: Never use the title Chief Revenue Officer. If I would be a customer, I would feel strange to talk to the Chief Revenue Officer. Head of Sales is just fine.
David Obrand: What you want in a Sales of a Startup
1) Intellectual Horsepower
2) Technical Aptitude
3) Passion for your Customer’s Success
4) Loves a frantic environment
5) Can live with delayed gratification
Important: When hiring a sales tell them the long term opportunity/story. Not just what the company is now.
You need to listen to customers, what problems they have. Asking hard questions.
Only then can you create a bridge in the mind of the customer from their problem to your product
Backchannel references about a Sales
References from the Sales Rep itself are normally not worth exploring. There is always a guy telling nice things.
Instead ask a former customer of the Sales Rep: Would you buy from them again, and why?
Remote Sales Reps is a no-go
Startup: NEVER work with a Remote Sales Rep. Companies need to be together
Also worth watching:
John Doerr: What To Look For When Joining a Company
Kaywa Inc : Inside Sales / Customer Care
We are looking for an Inside Sales Specialist and/or Customer Care Officer for Kaywa Inc in San Francisco. Send a mail to contact at kaywa dot com if you are interested.