Let me say something most founders need to hear at least once.
You don’t have a strategy problem.
You have a decision problem.
I’ve watched agency owners sit on the same question for months:
“Should I hire a salesperson?”
“Should I wait?”
“Should I test more first?”
And while they’re thinking, growth stalls.
The Salesperson Dilemma
Here’s the common fear.
“What if I can’t find someone good?”
“What if commission isn’t high enough?”
“What if they don’t perform?”
Valid concerns.
But here’s the flip side.
What if waiting costs you more than hiring ever would?
If you’re stuck in founder-led sales and also running operations, you’re throttling growth.
You’re not failing.
You’re capped.
Capacity determines revenue more than potential does.
Commission vs Risk
A lot of founders get hung up on commission percentages.
They think:
“I can’t find someone willing to work for this.”
Maybe.
Or maybe the real question is:
Is your offer compelling enough for a salesperson to believe in?
Salespeople don’t just evaluate commission.
They evaluate:
📈 Market demand
📈 Close rate
📈 Lead flow
📈 Offer clarity
If those are strong, commission structures become easier to solve.
If those are weak, no commission model fixes it.
Remote Sales Is the Modern Default
Let’s also address something important.
You don’t need someone door-knocking or physically networking if that doesn’t align with your model.
Remote sales teams exist for a reason.
They can:
📞 Handle outbound calls
📬 Manage follow-up
📆 Book appointments
📊 Track pipeline movement
All without geographic limits.
And that removes one of the biggest founder constraints.
Marketing as the Foot in the Door
Using marketing as an entry offer is smart.
But here’s the key:
Marketing should open conversations.
Your real revenue should come from solving bigger business problems.
If your strategy is:
1️⃣ Offer marketing
2️⃣ Build trust
3️⃣ Upsell broader solutions
Then your sales process must be structured for that ladder.
Otherwise, you stay stuck selling the front-end offer forever.
Entry offers open doors. They shouldn’t become ceilings.
Overthinking Is Expensive
Here’s the uncomfortable part.
At some point, thinking more doesn’t create clarity.
It creates delay.
If you’ve analyzed:
- Your offer
- Your pricing
- Your structure
- Your capacity
And you’re still stuck…
You probably just need to move.
Hire imperfectly.
Adjust quickly.
Refine as you go.
Growth rarely happens from perfect plans.
It happens from executed ones.
Think Bigger Than Survival
Another mindset shift.
Are you making decisions to survive?
Or to scale?
If you’re pricing cautiously, hiring cautiously, expanding cautiously…
You may be protecting stability at the cost of growth.
Sometimes you have to:
🔥 Raise standards
🔥 Increase ambition
🔥 Take calculated risks
🔥 Bet on capacity
Big growth rarely comes from conservative moves.
The Real Sales Strategy
If you want real sales momentum, align three things:
💡 Clear high-value offer
💡 Structured pricing ladder
💡 Dedicated sales execution
If any of those are weak, growth slows.
If all three are aligned, scale accelerates.
The salesperson isn’t magic.
The structure behind them is.
The Big Takeaway
If you’re stuck debating whether to hire, test, or tweak more…
Make a decision.
Imperfect action beats perfect hesitation.
Sales growth requires courage.
And courage is usually just commitment in disguise.
That’s where we focus on clarity and execution.
Frequently Asked Questions
What should I know about the Salesperson Dilemma?
Here’s the common fear. “What if I can’t find someone good?”“What if commission isn’t high enough?”“What if they don’t perform?” Valid concerns. But here’s the flip side. What if waiting costs you more than hiring ever would? If you’re stuck in founder-led sales and also running operations, you’re throttling growth. You’re not failing. You’re capped. Capacity determines revenue more than potential does.
What should I know about commission vs Risk?
A lot of founders get hung up on commission percentages. They think: “I can’t find someone willing to work for this.” Maybe. Or maybe the real question is: Is your offer compelling enough for a salesperson to believe in? Salespeople don’t just evaluate commission. They evaluate: 📈 Market demand📈 Close rate📈 Lead flow📈 Offer clarity If those are strong, commission structures become easier to solve. If those are weak, no commission model fixes it.
What should I know about remote Sales Is the Modern Default?
Let’s also address something important. You don’t need someone door-knocking or physically networking if that doesn’t align with your model. Remote sales teams exist for a reason. They can: 📞 Handle outbound calls📬 Manage follow-up📆 Book appointments📊 Track pipeline movement All without geographic limits. And that removes one of the biggest founder constraints.
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