The Sales Hiring Playbook by Steli Efti
A practical guide to building a sales team
The Sales Hiring Playbook by Steli Efti launched on February 21, 2017 with 125 votes, #295 of 3,156 launches that month and more than 75% of that year's launches. The site was still online in September 2026, 9 years on.
What it does
Build a high-performing sales team with this free playbook—learn who to hire first, what traits to look for, and how to scale from founder-led sales to 25+ reps.
Building your first sales team can feel like a guessing game. Who should you hire first? What should you look for in a rep? When’s the right time to scale? If you’re a founder or sales manager trying to grow from zero to a full-fledged sales organization, The Sales Hiring Playbook is your step-by-step guide. This 100-page guide walks you through everything from recruiting your first reps to scaling a team of 25+ salespeople—all with real-world templates, questions, and checklists that make the process effortless. You can have the best product and perfect pitch deck—but without the right people selling it, growth stalls. Hiring your first few reps is a make-or-break moment for your startup.…from close.com
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