Once founders have defined and executed on a repeatable sales playbook, it’s time to take the next step in scaling your sales team. This means hiring entry-level sales support (ie. BDRs) to help offload the timely outbound sales process (research and outreach) and free up the founders’ time to focus on other areas of growth. This Enterprise Playbook outlines how to define a successful hiring strategy beyond founder-led sales, including best practices for compensation, sourcing, and candidate assessments.

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