The Anatomy of the Zero-Percent Quota Club: Why Great B2B Sales Reps Fail at Startups—and How Founders Can Fix the System
Executive Overview In the high-stakes theater of early-stage B2B technology startups, a peculiar and costly psychological drama plays out with algorithmic predictability. A founder, having recently secured a fresh injection of venture capital, goes to market in search of commercial acceleration. They interview and eventually hire a seasoned sales executive boasting a stellar resume from…