Salespeople use this as your checklist for picking an employer:

1. They don't just have product market fit, they have strong demand
2. They don't just rely on outbound SDR's, they have strong demand
3. They don't just pay $150 gift cards for demos, they have strong demand

Founders seem overly excited about achieving product market fit.

Without effective demand generation, scaling sales will be a nightmare.

Work for employers who scale demand ahead of sales headcount. 

If they're hiring salespeople in effort to increase demand, you're doomed. 

If they're hiring salespeople before reps reach capacity, you're doomed. 

Don't be blinded by ridiculous OTE compensation packages. 

Nothing matters if the product isn't great and demand isn't strong.

It's too darn competitive today for that to be your problem. 

Take jobs that require you to sell, not to generate demand.

Trust me, it's not worth it.

I see this far too often, a salesperson gets excited about landing a job with a high OTE promise but 3 months into the job they realize no one wants to buy the product even when they follow a flawless sales process. 

90% of startups fail and all startups carry an average of less than 40% quota attainment. 

Because of these realities, you need to be on the defensive when selecting your employer. 

Keep it simple by working for companies that have products people want to buy. 

The rest will work itself out.

Happy Selling,