The quota a rep receives on day one is the output of a dozen assumptions made upstream. Most companies never document them. That's the problem.

The problem with most hiring processes isn't that managers make bad decisions. It's that they're measuring the wrong things in the wrong order.

I joined Kevin Donville and Matt Long on Software Sales Simplified to talk about why fractional leadership brings clarity — and why hiring before building infrastructure is a founder's most expensive mistake.

The interview is not a hiring tool. It is a performance. And the person on the other side of the table has been rehearsing longer than you have.