Category: Recruiting & Talent
How I hire Sales People
August 18, 2010
A CEO of a start-up recently asked me how I hire software salespeople. I have a simple rule that has served me well. I look for three things in a salesperson's resume. Experience and successful track record selling software. Selling software is different from other high tech. Your product is "selling a vision" more than ...
Read moreWhen is it time to fire?
August 9, 2010
I recently met a CEO of a start-up. He was describing his business to me and that even though he had hired a Sales leader, he was being dragged into every sales deal in order to close it. His sales leader had been hired to find & close deals, create & grow a sales force and ...
Read moreSenior Talent – The Art of a Great Hire
July 27, 2010
Howard Gwin and I developed a Leadership presentation a few years ago. We argued about one slide. Howard's assertion was that when hiring senior level talent into your business, a world class executive's batting average will be 400. In other words, only 4 out of 10 hires will be good or great hires. From my ...
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