Losing a top rep at Seed or Series A costs more than pipeline. You lose context, feedback loops, and momentum. Use clear expectations, inclusion in decisions, autonomy, stable comp, visible growth paths, and two-way feedback to keep your best sellers.

How to balance pipeline, people, and process as a first-time sales leader. Early-stage startups love the idea of a player coach. The 30/30/30 Rule helps first-time sales leaders allocate time across IC pipeline, coaching and rep support, and process and strategy, with a 10 percent buffer for sanity.

Early teams often push quota before clarity. Coach for confidence first. Use clarity-first goals, constant and safe feedback, and small wins to help reps ramp faster. Includes check-in questions and weekly goal templates you can use immediately.