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Peter Solway set out to be a professional tennis player. When that didn't pan out, he found himself thrown into a sales role at a startup with no training, no playbook, and no idea what cold calling even was - so he just started dialling. Turns out he was good at it.

That accidental start eventually led Pete to found Founder Sales Solution, built around a problem he kept seeing repeat itself: B2B founders doing between $500k and $5 million in revenue who were ready to make their first sales hire but had no idea how to set that person up to succeed. In Australia, 48% of first sales hires don't work out. Pete's mission is to fix that number.

In this episode, Matt and Pete dig into exactly what it takes to get a first salesperson from zero to one. Pete walks through his four-step sales hire success framework, explains why giving a new salesperson the right "kindling" is often the difference between success and failure, and breaks down how to know when the timing is actually right to bring that role into your business.

They also get into BANT - what it is, why it matters, and why it's still a solid starting point for any founder trying to build a repeatable sales process.

If you're a founder still doing all the selling yourself and wondering what comes next, this one's essential listening.

scalr sagecast is proudly brought to you by scalr, a talent advisory business headquartered in Melbourne, Australia.

If you're a founder or operator thinking about your next hire, building out a TA function, or just not sure where your hiring process is letting you down - reach out to Matt directly at matt@scalr.com.au or find him on LinkedIn.