Building beyond yourself.
WHAT TO ESTABLISH FIRST
That you can sell it yourself, repeatably.
WHY
You cannot teach what you have not established.
WHAT TO DOCUMENT BEFORE HIRING
Who the buyer is The questions that work Common objections and answers The process What success looks like
WHAT TO LOOK FOR IN CANDIDATES
Curiosity Persistence Comfort with refusal Ability to listen Honesty
WHAT NOT TO OVERVALUE
Confidence and fluency.
WHY
They correlate with talking, which is the commonest failure.
HOW TO ASSESS
Give them something to sell, and watch whether they ask questions.
WHAT TO ESTABLISH ABOUT COMPENSATION
Base and variable, and what the variable is paid on.
WHAT TO PAY ON
Outcomes you actually want.
WHY THAT NEEDS THOUGHT
Paying on closed deals alone produces discounting and poor-fit customers.
WHAT TO CONSIDER PAYING ON
Retained revenue, after a period.
WHAT TO PROVIDE
Training on the product and the buyer A defined process Support during early months
WHAT TO EXPECT
Months before productivity.
WHAT TO MEASURE EARLY
Activity and conversation quality, not closes.
WHY
Closes lag.
