SummaryIn this conversation, Kyle and Matt discuss the challenges of transitioning from founder-led sales to building a sales team. They explore the importance of positioning and persuasion in sales, as well as the stigma associated with the profession. They also share insights on hiring and training salespeople, and the role of a sales leader in scaling a sales team. The conversation provides valuable advice for small and micro businesses looking to grow their sales capabilities. Takeaways Transitioning from founder-led sales to a sales team is a challenging but necessary step for business growth. Positioning and persuasion are key skills in sales, and finding salespeople who can effectively communicate the value of a product or service is crucial. Hiring and training salespeople requires a systematic approach, including providing training, coaching, and ongoing support. Bringing in a sales leader can help scale a sales team, but it's important to first establish a solid sales process and have sales reps who can consistently hit targets. Chapters 00:00 Introduction and Recap 00:38 Diving into the Sales Game 01:22 Transitioning from Founder-Led Sales to a Sales Team 03:03 The Skill of Persuasion in Sales 04:26 The Difference Between Hunters and Farmers in Sales 05:18 The Importance of Positioning in Sales 06:31 Overcoming the Stigma of Sales 09:45 Hiring and Training Salespeople 11:45 Interviewing for Sales Positions 17:48 The Pitfalls of Hiring Sales Reps 21:48 Steps to Scale a Sales Team 25:51 Bringing in a Sales Leader 27:21 Reflection and Application

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