Why do tech startups hire recent college grads with no business skills to do outbound prospecting to C-suite from F100/500?

I find it interesting that B2B tech startups assign/expect them to personalise emails, have quality conversations over the phone and handle objections when they don't have any experience working with C-suite from F100/500 companies. And expect them to crush it....



👥 Hiring
🧢 Sales Management
3
SalesPharaoh
Big Shot
2
Senior Account Executive
Let's not forget that a lot of those same startups may have solid new products and a target list on their ideal customers. While the new grads maybe new the product can be good or in need to fill in the gap of their skill. And again they don't cost the company much and if they don't achieve reasonable targets theg will fire and rehire.
Trinity
WR Officer
0
BusDev
True
businessdevelopment
Opinionated
2
Distribution Lead
Cheap labor. They are trying to save money by paying less for new grads vs. having to pay for experienced, proven talent. 

Younger/greener talent is also more likely to put up with chaos, lack of process and structure and crazy work hours compared to more mature, seasoned talent that are trying to balance family life, and don't want to work long hours for minimal return. 
Trinity
WR Officer
1
BusDev
I get if the startup is early stage and may not have the runway to pay more but once they get funding I think the company should adjust the comp. 
businessdevelopment
Opinionated
0
Distribution Lead
Oh I agree with you. They should, but... a lot of them don't. They install a beer tap, provide catered lunches, add ping pong tables, etc. etc. and say "hey, we don't pay well, but we are cool!" LOL!
MSPSales
Politicker
1
Partner Development Manager
This ^^ new grads don’t know any better and just want to get their feet wet in whatever industry 
Mr.Pickles
Arsonist
1
Sr. Customer Success Manager
i.e if you start paying a young worker a low rate under the statement: "we are giving you the opportunity" - you are betting on that rep to ramp up, charing the company less, and squeezing every ounce of energy this person has. Recent college grads are eager to test their new skills and will accept low unfair rates. 
Trinity
WR Officer
1
BusDev
It's fascinating to me because a BDR/SDR is supposed to be an entry-level role which, for me, it's not.
I'm all for testing new skills, but it takes time to learn the skills to have a real convo with a C-suite about their business priorities/problems. Expecting a BDR/SDR to ramp up after a month or 3 months (hell, even up to 12 months) sets them up to fail. It's fascinating that the majority has not even seen or understand financial statements/earnings reports.
UltimateMango
Opinionated
1
Chief of Nothing
Pay them? Heck the new hotness is to use free interns on a rotating three month basis. 
Derpfrickinvalu
Arsonist
1
Account Executive
Startups tend to spend all the money on product development and then think they've built something that sells itself. That makes it easy to justify hiring less experienced reps at lower salaries. 

It ends up hurting your credibility as a company because reps lack the experience/perspective needed for intelligent conversations with enterprise prospects. Good product is obviously critical, but it's no good to anyone if you can't sell it. 

Trinity
WR Officer
1
BusDev
Thanks for sharing your perspective. Yeah large enterprise sales is such a different ball game. I’m also finding that those that have business experience are ramping up faster and connecting with C-suite bec they understand the bus dynamics.
Derpfrickinvalu
Arsonist
0
Account Executive
Right?! It seems so intuitive, yet some people just don't get it. 
8

Most prestigious tech sales companies to work for?

Question
21
8

Any tips for fresh college grads trying to break into big tech SDR roles? (SF, Oracle, Adobe, etc...)

Question
9
57
Members only

Looking to hire Sales and Business Development Talent in Boston

Question
98