The market’s changed. Founders who haven’t weathered a downturn before are struggling. Hiring the right leaders (and keeping them!) makes the difference.
Here’s how:
Know Your Needs, Like Really Know Them
- Before you even start searching, nail down exactly what the job requires, how you’ll measure success, and what you learned from bad past hires.
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Ditch the Same-Old, Same-Old
- Hiring people just like you is a recipe for failure. Seek out leaders who are different and have complementary skills. And get serious about finding ‘recession-proof’ talent – someone with the scars to prove they can win, even when it gets ugly.
Alignment is Key
- Great talent is wasted if you don’t set them up for success. Ditch ‘selling’ candidates on promises you can’t keep. Be upfront about challenges, then communicate expectations brutally clearly.
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Why This Matters
Old-school tactics won’t cut it anymore. Your sales leaders need:
- Holistic Vision: Siloed departments = slow growth. Your leaders MUST know how every part of the GTM funnel works to optimize the whole.
- The Business Chops: Ditch feature-dumping and focus on an ’embedded platform’ mentality – your product isn’t a list of features, it’s a deep solution.
- Customer Empathy: They should know the 7 reasons customers buy from you, and be focused on making them heroes, not pushing your agenda.
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Bottom Line: Innovating out of this downturn requires smart hiring. Leaders with the right mindset and experience are your most powerful weapon.
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