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💼 Self-paced workbook course

How to Build Your Sales Team

A practical workbook for founders who want to hire, structure, and manage a sales team that actually closes deals — without the expensive trial and error.

6
Core modules
24
Practical lessons
12
Worksheets & templates
€69
One-time, yours forever
Get the workbook →
✓  No subscription  ·  ✓  Work at your own pace
Who it’s for

This workbook is for you if…

You are ready to hire your first salesperson, or your existing sales team isn’t performing the way you need it to.

💼
You are about to hire your first salesperson
You want to get the role, comp, and hiring process right the first time — not learn it the expensive way after a bad hire.
📊
Your sales team exists but isn’t performing
You have reps but pipeline, quota attainment, or retention isn’t where it should be. This workbook helps you diagnose and fix it.
📈
You are scaling from 1 to several reps
You have one salesperson working and need a repeatable process to hire, onboard, and manage the next ones.
🎯
You are still selling everything yourself
You want to know if it is time to hire, and exactly how to do it without losing control of your sales process.
What’s inside

6 modules. 24 lessons. One sales team.

Work through the modules in order. Each builds on the last. By Module 6 you will have a 90-day action plan to hire, onboard, and scale your sales team.

1
Foundation
Foundation — before you hire
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Do you actually need a sales team yet?
The three readiness signals that tell you if you are ready to hire, or need a better process first.
Self-audit
📄
The sales models: founder-led, inbound, outbound, channel
Which model fits your product, price point, and how your customers prefer to buy.
Worksheet
📄
Single vs Multi-Channel Sales
Committing to one channel vs spreading across several — and when each approach works best.
Worksheet
📄
Setting your sales targets before you hire
Work backward from revenue to the activity level a new hire needs to deliver.
Worksheet
2
Structure
Designing your sales team
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The roles: SDR, AE, account manager
Understand each role and when to specialise versus combine them.
Worksheet
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Org structure for 1, 3, and 10-person teams
How team structure evolves as you scale from one generalist to specialised pods.
Worksheet
📄
In-house vs outsourced vs freelance sales
The trade-offs between control, speed, and cost across each hiring approach.
Self-audit
📄
Compensation structures — base, commission, OTE
How to set a competitive OTE and the right base/commission split for your sales cycle.
Worksheet
3
Hiring
Hiring your first salespeople
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📄
The traits that matter more than experience
Coachability, resilience, and curiosity often predict success better than years on the job.
Worksheet
📄
Where to find good salespeople
The sourcing channels that actually work, by seniority and specialism.
Worksheet
📄
The interview process that predicts performance
Why role-play exercises reveal far more than standard interview questions.
Worksheet
📄
Making the offer and the first 90 days
A structured onboarding plan with clear milestones at 30, 60, and 90 days.
Template
4
Process
Building the sales process
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📄
Mapping your sales pipeline stage by stage
Define each stage by what specifically has to happen for a deal to move forward.
Template
📄
Scripts, talk tracks, and objection handling
Document your best responses to the objections you hear most often.
Template
📄
CRM setup — what to track and what to ignore
Track only what informs a decision. Avoid the field graveyard.
Worksheet
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Common Mistakes
The five repeated failures that derail sales teams — and how to avoid each one.
Worksheet
5
Management
Managing and coaching
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Setting quotas that motivate, not demoralise
The quota sweet spot: achievable 60-70% of the time by your median rep.
Worksheet
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1:1s, call reviews, and coaching cadence
A structured weekly rhythm that actually develops your team.
Worksheet
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Reading the pipeline — leading vs lagging indicators
Watch the numbers that predict results, not just the ones that report them.
Worksheet
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When to let someone go, and how
A fair process for the hardest and most avoided sales management decision.
Worksheet
6
Growth
Scaling the team
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Hiring your second and third salesperson
Use what you learned from hire #1 instead of starting from scratch again.
Worksheet
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Building a repeatable onboarding process
Document it once so onboarding no longer depends on your memory.
Template
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Sales and marketing alignment as you grow
Keep both functions pulling in the same direction as headcount grows.
Worksheet
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Your 90-day sales team action plan
The final deliverable — a month-by-month plan ready to act on this week.
Template
What you get

Everything you need to build a team that sells

A complete, self-contained workbook. No app, no login, no subscription. Just a PDF you own forever.

✅
Hire readiness self-auditKnow for certain whether you are ready to hire, or need a better process first.
📊
Compensation worksheetSet a competitive OTE and base/commission split for your specific sales cycle.
📝
Interview & role-play scriptsAn interview process that actually tests selling skills, not just talking about them.
📋
90-day onboarding templateClear milestones at 30, 60, and 90 days so new hires ramp with confidence.
💬
Objection handling worksheetDocument your best responses to the objections you hear most often.
📈
90-day action planThe final deliverable — your hiring and scaling roadmap ready to act on.

Start building your sales team today

One payment. Instant download. Work through it at your own pace — on your sofa, in a café, or between meetings.

€69
One-time · no subscription · instant PDF download
✓ 6 modules · 24 practical lessons
✓ 12 worksheets, exercises & templates
✓ Editable PDF — fill it in on any device
✓ Lifetime access — yours to keep forever
Get the workbook for €69  →
✓  No subscription  ·  ✓  Work at your own pace
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