Do you have any advice for a junior who is a first sales hire?

Coming into an organization as the first sales hire puts a lot of responsibility on your shoulders. You are basically in charge of proving the validity of this function within the company. There are a few things that I would consider and act on in this position:

Start with the short term. As a first hire in a sales organization, you are required to deliver results that have a very immediate impact that meets the business needs. This means focusing on some low-hanging fruits in order to deliver results within a short time frame.

Build a framework. As a first hire within the team, you should make sure you document your work, and create clear guidelines and processes, with the expectation of adding additional members to the team in the future. This will ensure a smooth expansion of the team while positioning you as a thought leader and a pivotal member of this function.

Go beyond your scope. As a junior sales hire, never underestimate the power of tenacity. I always invite my team members to push the boundaries and look for additional scope and responsibilities whenever they feel capable. This is a very strong signal that you are willing to take on more, and when management will face a new task at hand, they will know they can count on you.

I highly recommend doing a deep dive on understanding the landscape of the product or service you're about to sell. Take the time to thoroughly understand the products or services or competitive landscape. Make sure you can pitch this to your grandma blind folded. What are the key features, benefits and how do the current customers use your product in their day to day lives. This will enable you to be confident when you're engaging in sales cycles.

First off, I'm going to assume that the question here is whether or not I have any advice for a "junior seller" who is a first sales hire.

My advice is to ask your company leaders to help you find a sales mentor or sales coach. Asking for something like this is not a sign of weakness, it's a sign of maturity.

Your company leaders clearly see something in you (that you also hopefully see in yourself). You should operate from a place of confidence, but also seek out someone who you can also continuously learn from.

As a junior seller in a first sales role, you should also assume (if your company is smart) that future sellers will probably have more experience than you. That's a great thing!

If you're the legacy rep who's been finding a way to get the job done, and who has enough humility to know what you know and what you don't know, you're going to be incredibly well respected as the team grows.

As a junior sales hire, especially as the first one in the company, my best advice is to lean in heavily and be highly visible across the entire organization. Here’s how you can do that effectively:

Be Proactively Visible:

• Engage Across Teams: Make it a point to regularly interact with different teams—those building and managing the product, those handling customer relationships, and the executive leadership. Doing this will give you a deeper understanding of the product, the customers, and the company’s overall strategy.

• Ask Questions Frequently: Don’t be afraid to ask questions, even if they seem basic. Junior salespeople's biggest mistake is operating in isolation, which can lead to becoming a "lone wolf." When you hit roadblocks, it’s harder for others to help if they’re unaware of what you’re facing. Be visible and vocal—let others know what you’re working on and where you need support.

Demonstrate a Learning Mindset:

• No Ego, Just Growth: Remove your ego from the equation and focus on learning. It’s perfectly okay to say things like, “Treat me like an 8th grader,” “Here’s an ignorant question,” or “I know I’m a bit naive on this, but could someone help?” These phrases show you’re eager to learn and prioritize the company’s success over personal pride.

• Continuous Improvement: By positioning yourself as someone who is constantly learning and improving, you’ll quickly gain the respect and support of your colleagues, and your performance will benefit as a result.

Prioritize Company Success:

• Align with Company Goals: Make it clear that your primary focus is contributing to the company’s success. When you ask questions or seek help, frame them in the context of wanting to serve the company’s goals better. This approach not only aids your learning but also demonstrates your commitment to the organization’s success.

• Visible Progress: Regularly update your team and leadership on your progress. Whether it’s a new insight you’ve gained, a challenge you’ve overcome, or a sale you’ve closed, keeping others informed ensures they see your contributions and growth.

Build Strong Relationships:

• Networking Within the Company: Use your visibility to build strong relationships with key stakeholders. These relationships will be invaluable as you grow in your role, providing you with support, guidance, and opportunities for collaboration.

• Seek Mentorship: Identify senior colleagues who can serve as mentors. Their experience and advice will be crucial as you navigate the challenges of being the first sales hire.

As a junior sales hire, your success hinges on being highly visible, asking questions, and engaging with the entire company. Don’t be afraid to show your eagerness to learn and prioritize the company’s success over your ego. By doing so, you’ll not only perform better but also quickly earn the respect and support of your colleagues and leadership, positioning yourself for rapid growth and success within the organization.