The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 7 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Larry Shurtz: Panel interviews are ineffective for assessing sales candidates
“I'm not a fan of panel interviews. I like doing interviews one-on-one. I strongly advocate that for my leaders because the relationship between the people that you work with for and around really matters, and I think that's difficult to get out of a panel.”
Shurtz: Abrasive sales candidates will treat customers badly
“Do I ever hire people that I don't like where I'm like, oh my God, like, I just don't like that person. They're offensive. They're abrasive. No, I just don't even hire them. Because if they're that way to me, they're going to be that way with our customers.”
Shurtz: Inaccurate sales forecasting reveals poor business understanding or diligence
“If you can't forecast accurately, either you don't truly understand your business, you aren't truly doing the amount of diligence with customers and opportunities, you don't have enough opportunities to be able to balance out some of the riskier things with so…”
Larry Shurtz: Trust interview gut feelings as doubts usually manifest as problems later
“I hear that a lot with people and I, my advocacy is trust your gut. Normally those things will show up. Later and without fault. The hiring mistakes that I've made end up showing up in our example right now that were things that I didn't feel a hundred percent…”
Shurtz: Discuss Compensation Expectations Mid-Process, Not at the End
“I like to know that we can afford someone and get to a comp structure before, like, it's time to have a comp discussion. I think you need to do that sooner rather than later. I don't, it's not the first conversation. It's not the last conversation.”
Larry Shurtz: Hiring failures stem from role ambiguity, not talent deficits
“I have a high confidence score that when you aren't clear about what you want, what you specifically want, That's when you may end up missing and hiring the wrong person has very little to do with whether that person was talented or not. It has to do with, hav…”
Larry Shurtz: Discount Requests Without Documented ROI Mean Sales Reps Failed
“When someone asks for a discount, if it's my team that's asking me for a discount, I want to see the value proposition. I want to see the business case. If we don't have a business case, if we haven't articulated when they're going to get their money back, wha…”