Halligan: SaaS hiring must shift from I-shaped specialists to T-shaped generalists
Brian Halligan · The Funnel is Dead. Long Live the Flywheel. With Hubspot CEO Brian Halligan · Mar 7, 2019 · at 24:43
HubSpot CEO Brian Halligan explains why companies must move away from excessive sales specialization to reduce customer handoff friction.
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“Today your profile is I-shaped. I'm going to hire a BDOR, they're going to be very aggressive, they're going to be a cold caller, they're going to be an absolute shark, and they're going to optimize the numbers, and they're going to have a sales rep to a different profile. They're all kind of I-shaped. I think in the future you want these T-shaped people. Who are good at one thing, but can do a lot of other things.”
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