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Published Dec 8, 2021

20 Sales: When To Hire Your Head of Sales/ First Reps, What To Look for in 10x Sales Candidates, How To Structure The Hiring Process, How To Onboard New Reps Efficiently, How To Set First Quotas and more with Kyle Parrish, Figma's VP Sales

Kyle Parrish, Figma's VP of Sales, delves into critical elements of building a high-impact sales team, including hiring decisions for heads of sales versus reps, the influence of founder involvement, onboarding strategies, and adapting to informed buyers, all to achieve success in a hypergrowth setting.
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Episode Highlights

  • Hiring Strategy

    Deciding whether to hire a Head of Sales or initial sales reps first is a critical decision for startups. suggests that if a company has achieved product-market fit and needs to scale quickly, hiring a Head of Sales to lead a team might be the best approach 1. This allows the founder to focus on other strategic areas while the Head of Sales manages the sales team. However, if resources are limited, starting with a few versatile sales reps can be a cost-effective strategy 2. These reps should be adaptable and capable of working in a less structured environment, which is often the case in early-stage startups 3.

       

    Key Traits

    Successful sales reps possess unique traits that set them apart. Kyle emphasizes the importance of tenacity, work ethic, and a growth mindset, which enable reps to continuously improve and become more efficient 4. He also highlights the value of resilience and adaptability, especially in early-stage companies where change is constant 5. These reps, often referred to as "Renaissance reps," thrive in dynamic environments and view challenges as opportunities for growth. Kyle notes, "You want the people that are excited about the change, the challenges, what's ahead."

       

    Hiring Process

    Creating an efficient hiring process is crucial for attracting top talent while respecting both the company's and candidates' time. Kyle outlines a structured approach that includes a fit screen, a mock discovery call, and a product demo to assess candidates' skills and adaptability 6. He stresses the importance of providing a positive candidate experience, even for those who don't get the job, to maintain a strong company reputation. For new sales leaders, Kyle advises, "Ask questions, learn, and be open to adapting," as the market and business environment are constantly evolving 7.