Book · Book

Who: The A Method for Hiring

Geoff Smart and Randy Street · ghSMART Paid Beginner

The source of the hiring scorecard: outcomes and competencies written before you meet anyone, then structured interviews against only those. It is the single fix for founders who interview on gut feel.

Open on ghsmart.com ↗

It answers 3 questions

  1. How do I interview a salesperson when I have never sold for a living?
  2. What did HubSpot learn about which sales candidates actually succeed, and does it hold up?
  3. How do the best-run sales orgs decide someone is not going to make it, and how fast do they move?

Read with it

  1. The most detailed free writeup of an actual sales hiring process: the profile, artifact-based screening before you spend live... Founding Sales Book · 50 min read Founding Sales, Chapter 11: High-Impact Sales Hiring Peter Kazanjy
  2. Ten specific, named mistakes rather than principles, including hiring a VP of Sales too early and letting a bad rep linger past... SaaStr Podcast · 30 min listen SaaStr Podcast #379: The Top 10 Mistakes Founders Make When Hiring Their First Sales Team Jason Lemkin
  3. Names the two ways founders get the timing wrong, scaling too early and scaling too late, and walks the progression from... Founding Sales Book · 35 min read Founding Sales, Chapter 10: Early Sales Management and Scaling Concepts Peter Kazanjy
  4. The number that should scare you into reading it: 70 percent of first VP of Sales hires do not make it. Ten named mistakes,... SaaStr Podcast · 35 min listen Hiring a Great VP of Sales: The New, Latest Edition with Jason Lemkin Jason Lemkin
  5. 365 B2B companies surveyed on ramp, tenure, attrition, activity and comp. When you want to know whether your ramp is slow or... The Bridge Group Report · Report, 20 min read The 2023 SDR Metrics and Compensation Report The Bridge Group
  6. Roberge's hiring formula in short form: the five traits that actually correlated with performance at HubSpot, and the finding... Freshworks Article · 12 min read A 12-minute summary of The Sales Acceleration Formula by Mark Roberge Freshworks
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