Youβre reading an excerpt of Founding Sales: The Early-Stage Go-To-Market Handbook, a book by Pete Kazanjy. The most in-depth, tactical handbook ever written for early-stage B2B sales, it distills early sales first principles and teaches the skills required, from being a founder selling to being an early salesperson and a sales leader. Purchase the book to support the author and the ad-free Holloway reading experience. You get instant digital access, commentary and future updates, and a high-quality PDF download.
Moreover, if you are losing 30β50% of each sales hiring class to flameouts, in part due to faulty onboarding, you are eating this terrible opportunity cost again and againβnot to mention the pure cost of the time, treasure, and energy put into recruiting those flamed-out reps.