Solo sales hires are a waste of time

Great reps compete. Solo hires coast. Cohorts outperform.

Author

Michael Morgenstern
July 22, 2025

Happy Tuesday Brex Community,

One of the clearest GTM unlocks? Cohort hiring. Bringing on 2–3 reps at once sets immediate performance benchmarks solo hires can’t match. From day one, you see what “good” looks like…live. Discovery calls, objections, and deals create a peer-driven feedback loop. Even if one rep misses, the group dynamic lifts the others. Cohort hires often outperform solo reps not because of better training, but because they learn from each other in real time. It’s not about the playbook. It’s about the bullpen.

If you want to hire the best, don’t post on X and LinkedIn and pray. Go direct. Recruit. Be precise. Pitch a path to outsized earnings, not just a base. Show your math: TAM, sales cycle, unit economics, comp plan. Skip the “disruptive startup” fluff. Top reps don’t care about your VC logos. They care about clarity. Founders who recruit like they sell, deeply understanding what drives A-players and mapping a clear path to winning are the ones who build elite revenue teams. Everyone else builds turnover.

Growing together, Michael Morgenstern 

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