FOR PRODUCT-LED SALES, DON’T HIRE SALES TEAM TOO SOON

Summary from the TLDR Founders newsletter

Product-Led Sales (PLS) focuses on allowing end-users to discover a product's value through self-serve usage. Sales support is still required for large enterprise deals. Hiring sales teams prematurely in PLS can lead to low Average Contract Values and competition with self-serve. Don’t add sales until you observe organic demand from your self-serve user base that requires additional assistance to purchase. Typically, these requests will come from sales form submissions, social media channels, or most frequently, customer support requests.