Altezza Sales Insights
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Bottleneck #3 – The 3 Hidden Bottlenecks That Doom Sales Hires
Bottleneck #3: I Know I Need Sales Reps, But I Don’t Know How to Lead Them
At a certain point, every founder reaches this crossroads. You’ve built something real, customers are buying, referrals are coming in, and your calendar is booked with sales calls you barely have time to run.
Revenue is growing, but the weight of it is growing, too.
You know it’s time to step out of being the primary salesperson because you can’t do it all anymore. You need a system and a way to hand off sales without watching it unravel.
But while it’s clear that someone needs to take sales off your plate, the part that’s less clear is how to lead them once they’re in the role. You’ve never had to train someone on your process, because, up to this point, you’ve never really had a process.
It’s all been instinct—conversations, gut feeling, a few proven responses you’ve picked up along the way. You know what works. You just don’t know how to explain it.
Bottleneck #2 – The 3 Hidden Bottlenecks That Doom Sales Hires
Bottleneck #2: I Tried to Hire Sales Reps… and It Blew Up on Me
We have personally seen the damage done by hiring a sales rep who doesn’t work out. It creates literal scar tissue for founders.
We’ve had founders come to us after hiring several salespeople in a row, each one a six-figure investment. Each one a gamble. Each one a disappointment.
One founder we worked with had already hired and let go four different full-time sales reps before he came to us. Each one came with a six-figure salary, relocation package, and health benefits. He ran them through a rigorous hiring process. He got buy-in from the team. He invested time, energy, and hope. Then watched them settle into new homes and new lives, all under the belief that this one would be different.
But by month four of each new hire, the pattern had already started to show. The numbers weren’t there. The conversations felt forced. Deals were stalling or disappearing altogether.
Bottleneck #1 – The 3 Hidden Bottlenecks That Doom Sales Hires
Bottleneck #1: Is 40 Hours per Month Really Enough?
This is one of the first questions we hear from founders considering fractional sales help: “Is 40 hours enough? How can someone part-time possibly drive real results?”
It’s a fair question, especially if your mental model of a high-performing salesperson is someone hustling from sunup to sundown, glued to their CRM, pounding the phones, and making magic happen. But the reality is most full-time salespeople only spend about 10–15 hours a week on actual sales activity.
The 3 Hidden Bottlenecks That Doom Sales Hires
If you’ve tried to hire a salesperson and it didn’t work out, you’re not alone.
We’ve talked to dozens of founders who made the same leap. You’re stretched thin, revenue’s growing, and it feels like the right time to bring in someone to “own sales.” So you write the job description, run the interviews, and believe you found a great fit.
And then… nothing. No sales. And an expensive salary to pay. Several months later, you’re wondering if you made a huge mistake.
5 Things You Need to Do Today to Prepare for 2025
There is no doubt that 2024 was challenging for many small and mid-sized businesses. Economic downturns, high interest rates, political uncertainty, and hesitant buyer behaviors left many stuck. But there is good news: 2025 offers a fresh start.
The key to sales success next year lies in one principle—MOMENTUM. By acting NOW, you can ensure 2025 is your best year yet. This guide outlines five critical actions you need to take today to get ready.
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