0:01

Asana is where work connects, where

0:03

projects, teams, and company goals are

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seamlessly intertwined with AI to propel

0:08

your organization towards shared success. Try

0:11

for free today at asana.com. Asana

0:19

is where work connects, where projects,

0:21

teams, and company goals are seamlessly

0:24

intertwined with AI to propel your

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organization towards shared success. Try

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for free today at asana.com. Welcome

0:39

to HBR on Leadership. Case

0:41

studies and conversations with the world's

0:43

top business and management experts, hand-selected

0:46

to help you unlock the best in

0:48

those around you. If

0:53

you're a company founder, you're faced with a

0:55

daunting list of questions. Which

0:57

sales candidate is a startup's ideal first

0:59

hire? What marketing channels are

1:01

worth investing in? How aggressively

1:04

should you align sales with customer success?

1:07

Harvard Business School senior lecturer Mark

1:10

Roberge argues that every aspect of

1:12

being an early-stage founder involves sales.

1:15

But many founders lack an understanding of how

1:18

to incorporate sales as they grow their ventures.

1:21

In this episode, you'll learn how to

1:23

hire for early sales roles, design compensation,

1:26

and set up processes for a growing sales

1:28

team. This episode

1:30

originally aired on Cold Call in December 2023.

1:34

Here it is.

1:39

Welcome to this bonus episode of Cold Call,

1:41

where we are going to tackle a topic

1:43

that we just don't cover enough, sales. In

1:46

the for-profit world, it's the ultimate metric,

1:49

the thing that supports every other part

1:51

of the organization. It's an

1:53

occupation that's not for the faint of heart.

1:55

A survey by online career database PayScale revealed

1:57

that sales was ranked as the second most...