Think You’re Ready to Make A Sales Hire?

by Bill Poole | Aug 6, 2025 | Sales

Hiring a salesperson can feel like a milestone — a sign your business has “made it” and is ready to grow to the next level.

But here’s the truth: hire too early, and you could end up with less growth, more headaches, and a big hit to your bottom line.

It’s a bit like hiring a chef before you’ve stocked the kitchen. Sure, they might be talented, but without the ingredients, equipment, and menu, they’re going to spend more time standing around than serving up results.

It’s not about hiring sooner or later — it’s about hiring when you’re truly ready.

The All‑Too‑Common Scenario

There are lots of reasons that prompt the need for a sales hire.

At the top of the list? Building the value of your business for the day you eventually exit.
Every business owner exits — either by selling, passing it on, or closing the doors. A more valuable, transferable business gives you more options and a better outcome when that day comes.

Other common growth drivers include:

Wanting more predictable revenue to smooth out the ups and downs.

Expanding into new markets or launching new offerings.

Increasing profits to reinvest in people, equipment, or marketing.

Freeing up your own time from day‑to‑day selling so you can focus on strategy.

These are all smart, strategic goals.

The trouble starts when the next thought is:

“I’ll just hire a salesperson. Problem solved.”

On paper, it seems like the quickest path — bring in someone to take sales off your plate, and watch revenue grow.

But without the right foundations in place, that hire often walks into a game with no playbook, no warm‑up, and no scorecard. They spend most of their time figuring things out (or waiting for direction), and before long…

You’re frustrated they’re not bringing in deals.

They’re frustrated because they don’t know where to focus.

And you’re still in the middle of sales anyway — now with a payroll burden.

Risks & Implications of Hiring Too Early

Hiring a salesperson before your business is ready can feel like a quick win — until you realize you’ve just taken on a big expense without a clear path to results.

Here’s what often happens:

Financial Drain – You’re paying salary, benefits, and onboarding costs long before the hire is producing enough revenue to cover their seat.

Frustrated Sales Hire – Even talented salespeople struggle without clear targets, tools, and leads. Good ones often leave quickly.

Lost Time – It can take months to realize the hire isn’t working, setting back your growth goals.

Founder Still in Sales – Instead of freeing you up, you end up juggling your normal workload plus managing an under‑equipped rep.

Confusing Clients and Prospects – Failed sales hires can leave your market wondering who they’re supposed to talk to and whether you have your act together.

The reality is simple: a salesperson isn’t a silver bullet. Without the right foundations in place, you’re setting them — and your business — up for frustration.

What Needs to Be in Place Before You Hire

Before you bring a salesperson into your business, there are four key areas that need to be solid. Think of these as a self‑diagnosis — if you can’t check these boxes, hiring now may do more harm than good.

1. Revenue Predictability & Market Fit – Is sales really the problem?

Before you assume sales is the issue, take a hard look at whether your business is truly aligned around a clear Ideal Client Profile — and whether your offering delivers proven, differentiated value in the market. If your product or service isn’t consistently winning, no salesperson can fix that.

Why it matters: Predictable revenue starts with knowing who you’re selling to and why they buy. When you have strong market fit, sales efforts are amplified. When you don’t, adding a salesperson just accelerates the frustration.

2. Scalable Message – Can someone else tell your story?

Your business needs a repeatable, non‑founder‑dependent way to start conversations with ideal clients and referral sources. This includes your value story, client journey, and a compelling “first step” offer.

Why it matters: If your sales message lives only in your head, scaling is impossible. A clear, shared story empowers others to confidently represent your business.

3. Transferable Sales System – Can someone else run the process?

A defined infrastructure to generate, track, and convert opportunities — without relying on ad hoc hustle. This includes your top‑of‑funnel processes, CRM usage, and a documented sales process that supports your growth goals.

Why it matters: Buyers want to know how future revenue will be created. Regardless of whether or not exiting is on your mind, a solid sales system makes your business more scalable and less risky.

4. Sales Execution Transferability – Can you step out of the sales seat?

Clear sales roles, effective onboarding, and a system to manage and develop sales contributors — all without the founder being the primary driver of revenue.

Why it matters: The more dependent your business is on you to close deals, the lower your valuation. Transferable execution creates freedom for you — and confidence for any future owner.

Want to Know If You’re Ready?

Before you invest in a sales hire, it’s worth taking a quick, objective look at your readiness. Our Scalable Sales Readiness Checkup will show you where you’re strong, where you have gaps, and what to tackle first so your next sales hire succeeds.

In just a few minutes, you’ll have a clearer picture of whether now’s the right time or if you should make a few key moves first to protect your investment and accelerate results.

Before You Make That Hire…

Hiring a salesperson too soon can cost you time, money, and momentum — and in some cases, it can even damage your relationships with clients and prospects.

If your ultimate goal is to build a more valuable business for your eventual exit, getting this hire right is non‑negotiable.