Blog | August 2016

Why do we hate (our own) sales people?

August 18, 2016

Last week, the Globe and Mail featured an article "Companies struggle with shortage of sales talent" which I believe was suppose to feature a new program at Wilfrid Laurier University. This new program has been created to teach sales training, something not traditionally taught by universities. Unfortunately, the article got derailed and took on a focus of the shortage of sales talent in Canada with Vidyard being displayed as the poster child for the problem. Given the nasty comments the article garnered, I suspect CEO Michael Litt probably wishes he had passed on giving that interview.

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Do Job Titles Matter?

August 1, 2016

After 37 years in the tech industry, I have become cynical of job titles and companies who have an abundance of lofty job titles and minimal revenue. I often meet early stage software companies with a few dozen employees, yet their executive ranks are filled with a CEO, COO, EVP of Sales, CMO and CTO. My first question to them is what are they going to do when they reach a few hundred employees and the requirements of these “C” level positions have outstripped the experience and capacity of the current employees who hold these titles.

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