Three Phases to Get to SaaS Go To Market Fit
1. Founder Sales
2. Professional Sales
3. Scaling Sales
You will have successfully completed the Scaling Sales phase and can claim Go To Market Fit once you have successfully hired and onboarded a large group of new sales people who are now hitting quota. These new sales people weren’t trained by observing the founders, but rather by a formal training program and by receiving instruction on a well-documented sales process.
If you move to the professional sales phase before successfully completing the founder sales phase, you will likely waste a lot of money on sales people who are thrashing around, not knowing exactly what to do. Remember that you are still tinkering with Product Market Fit as well. It is a rare sales person who can also contribute here (but exceptions define the rule).
Similarly, if you attempt to move from professional sales to scaling sales without first documenting your sales process and defining a formula for success, you may be wasting a lot of money on sales people who might take a long time to hit their quota.