In this conversation, Mayur Mistry hosts Mark Facciani, who shares his journey from teaching to the construction industry and his insights on sales development, onboarding, and hiring strategies. Mark emphasizes the importance of leadership, hands-on experience, and building trust in sales. He also discusses the dynamics between sales development representatives and account executives, as well as the significance of character traits in hiring. Mark provides valuable advice for founders looking to enhance their sales processes and emphasizes the need for continuous learning and community support.   Takeaways Mark transitioned from teaching to construction sales. Education is about building teams and relationships. Hands-on experience is crucial in learning a new industry. Onboarding should include real-world experiences. Building trust is essential in sales. Sales development representatives should focus on meaningful outreach. Account executives should spend time on prospecting. Hiring should prioritize character traits over experience. Founders should know their sales metrics before hiring. Continuous learning and community support are vital for success.   Chapters 00:00 Introduction to Mark Facciani 00:56 Mark's Career Highlights 06:46 Transitioning from Education to Business 07:05 Navigating Unknowns in Construction 11:13 Onboarding Playbook for Construction 13:24 Sales Strategies in Construction 17:11 Effective Communication in Sales 24:12 Building a Successful SDR Team 30:01 Optimizing Account Executive Performance 33:31 The Role of SDRs in Sales Teams 38:28 When to Hire Sales Support 43:34 Understanding Ramp-Up Times for New Hires 46:29 Compensation Strategies for Sales Roles 50:53 Recommended Reading for Founders 52:54 Common Hiring Mistakes to Avoid 53:55 Advice for Aspiring Sales Professionals   📩 Don’t miss future episodes. Subscribe to the AEC Tech + AI Newsletter: https://aiaecdigest.substack.com/