Is it not better to get someone in who is actually good at the job rather than me doing it reluctantly? I don't think I'll ever feel comfortable in a sales role.
Another reason for wanting someone else to do it is so I can dedicate my time to developing.
Yes, those are the common reasons that founders hesitate to sell. I'm sympathetic, especially with the developing part -- superficially it seems like optimal outcomes are generated by everyone focusing on their core skills.
But the first major sales are almost always going to come from a founder and/or CEO. So even if the optimal choice is not you, it's probably at least one of the founders; he/she may be very uncomfortable in the role but should be able to do it. (By the way, I'd speculate that the optimal person is you, not either of them.)
There are a few exception cases, where someone delegated to a sales person and it worked out. But I think this is a case where those are truly rare exceptions.
Comments
Is it not better to get someone in who is actually good at the job rather than me doing it reluctantly? I don't think I'll ever feel comfortable in a sales role.
Another reason for wanting someone else to do it is so I can dedicate my time to developing.
Yes, those are the common reasons that founders hesitate to sell. I'm sympathetic, especially with the developing part -- superficially it seems like optimal outcomes are generated by everyone focusing on their core skills.
But the first major sales are almost always going to come from a founder and/or CEO. So even if the optimal choice is not you, it's probably at least one of the founders; he/she may be very uncomfortable in the role but should be able to do it. (By the way, I'd speculate that the optimal person is you, not either of them.)
There are a few exception cases, where someone delegated to a sales person and it worked out. But I think this is a case where those are truly rare exceptions.
http://www.bothsidesofthetable.com/2010/10/12/startup-sales-...
http://steveblank.com/2009/09/07/the-customer-development-ma...