The GTM Hiring Mistakes Scorecard.

Who the GTM Hiring Mistakes Scorecard is for

Founders at Seed to Series B tech companies who are about to hire a CRO, VP of Sales or Head of Sales, and the board members and investors reviewing the shortlist. Roughly seven in ten sales leader hires at this stage are gone inside 18 months, and the failure is almost always visible in the interview.

The scorecard gives you the seven tells of a hire that will fail, each paired with the question that exposes it: name-dropping as proof, no month-one plan, no self-built list, inherited machines, nothing broken they fixed, numbers that drift, and "we" in wins but "they" in losses. It sets the tenure rules, two years minimum at the last enterprise seat, and the fair pushback on them.

It also covers the vibes hire, where a board member's referral is waved through without anyone asking whether the person has done this job at this stage from zero, and the timing mistake of hiring a CRO or VP before the job exists. The final page is a nine-line scorecard to run every candidate through. Fewer than six ticks and you keep searching.

Read the free version on the site

• GTM hiring mistakes: the 7 that cost you a year: all seven, what each costs and the fix.
• Signs your CRO or VP of Sales hire will fail: the Rolodex hire, month by month.
• What a bad sales hire actually costs: the 3 to 7x multiplier by level.
• VP of Sales interview questions: the five that predict performance.
• 90-day plan for a new sales leader: diagnose, design, deliver.