In this episode of the Selling SaaS Podcast, host Duane Dufault welcomes Jakub Hon, the founder of SalesDock. Jakub shares his journey in sales, starting with his first position in a small company and eventually transitioning into the tech industry. He and a friend decided to start a sales outsourcing company for tech companies, which later evolved into a consulting business. Jakub provides insights on the challenges and growth opportunities for B2B SaaS companies, from launching and securing funding to scaling their businesses beyond founder-led sales. They emphasize the significance of formalizing and documenting the criteria and responsibilities for salespeople in a company. They stress the importance of clearly defining what the company offers and what the salesperson's responsibilities will be when hiring salespeople. This can be achieved by putting the criteria and expectations in writing. By formalizing the criteria, the company can ensure that all team members are on the same page and have a clear understanding of their expectations. This is particularly important when there are multiple founders or decision-makers in the company who may have different ideas. Putting the criteria on paper helps align everyone's expectations and avoids confusion or misunderstandings. Tune in for valuable perspectives and advice from Jakub's experience in the industry.