Through The Looking Glass: Hiring Sales People

April 13, 2013



Editor’s note: Ben Horowitz is co-founder and partner of Andreessen Horowitz. He was co-founder and CEO of Opsware (formerly Loudcloud), which was acquired by HP, and ran several product divisions at Netscape. He serves on the board of companies such as Capriza, Foursquare, Jawbone, Lytro, Magnet, NationBuilder, Okta, Rap Genius, SnapLogic and Tidemark. Follow him on his blog and on Twitter @bhorowitz.

“He’s a big bad wolf in your neighborhood
Not bad meaning bad, but bad meaning good”
—Run DMC, Peter Piper

Perhaps the most common mistake that I see a technical founder make when building her sales organization is that she applies strategies to the sales-hiring process that work when building the engineering team. This may sound shocking, but sales people are different from engineers, and treating them like engineers does not work well at all.

It starts with the hiring process. If you attempt to…

View original post 763 more words

John Zeus

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