19 Mar Three Hiring Heuristics for Information Services and SAAS Firms
Three Hiring Heuristics for Information Services and SAAS Firms:
- Don’t let a candidate sell you that they have always been successful & therefore will be in this job too, even though they haven’t demonstrated the skills you need. Occasionally you’ll get lucky, but usually the person will step in and do what they know, not what you need.
- It’s fine to occasionally make a C level hire in a small organization where the person is blue chip but doesn’t have the linear experience the role needs. But be careful not to have an entire organization of CXO’s without the experience needed for their role. I’ve seen it happen, and it turns into the blind leading the blind.
- When interviewing key sales executives, be careful not to get too explicit in defining the qualities you want a sales candidate to have, as opposed to your business goals. Remember, sales executives are trained to listen to customers and mirror back to them what they have heard. Instead, focus on communicating what you want to achieve, and let them explain how they would accomplish it, and what qualities they have that are relevant.