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Hire sales people who are really smart problem solvers, but lack courage, hunger and competitiveness, and your company will go out of business.

Ben Horowitz

A manager can’t act like a role model. They need to BE a role model.
BEN HOROWITZ

Manager Models Needs Role
You can take somebody’s job, you have to take their job, but you don’t have to take their dignity.
BEN HOROWITZ

Dignity Jobs Management
Hire sales people who are really smart problem solvers, but lack courage, hunger and competitiveness, and your company will go out of business.
BEN HOROWITZ

People Problem Smart
Every time you make the hard, correct decision you become a bit more courageous, and every time you make the easy, wrong decision you become a bit more cowardly. If you are CEO, these choices will lead to a courageous or cowardly company.
BEN HOROWITZ

Choice Courageous Decision
Most large mistakes in organizational design come from putting the individual ambitions of the people at the top of the organization ahead of the communication paths for the people at the bottom of the organization.
BEN HOROWITZ

Ambition Communication Mistakes
Yeah, I became a successful entrepreneur… Eventually
BEN HOROWITZ

Become Entrepreneur Successful
The one thing with stress is, you’ve got to keep your focus on what you can do, not what happened to you.
BEN HOROWITZ

Focus Management Stress
There are no shortcuts to knowledge, especially knowledge gained from personal experience. Following conventional wisdom and relying on shortcuts can be worse than knowing nothing at all.
BEN HOROWITZ

Knowing Knowledge Gain Nothing Shortcut
When you’re making a critical decision, you have to understand how it’s going to be interpreted from all points of view. Not just your point of view, not just the person you’re talking to, but the people that aren’t in the room. Everybody else.
BEN HOROWITZ

Critical Decisions Talking Views
Groupon looked like a very high valuation, but any investment in a great company at any stage is almost always a good investment.
BEN HOROWITZ

Great Company Investment Stage
In my experience as CEO, I found that the most important decisions tested my courage far more than my intelligence.
BEN HOROWITZ

Decision Found Important
The key to high-quality communication is trust, and its hard to trust somebody that you dont know.
BEN HOROWITZ

Communication Keys Quality
The trouble with innovation is that truly innovative ideas often look like bad ideas at the time.
BEN HOROWITZ

Ideas Innovation Looks
Volatility and length, that’s the value on an option. 10 years on a startup stock, that’s a big valuable thing.
BEN HOROWITZ

Length Management Years
What do you get when you cross a herd of sheep with a herd of lemmings? A herd of venture capitalists.
BEN HOROWITZ

Lemming Sheep Venture
Generally the reason they fail in the job is, you made some mistake in the hiring process in that you didn’t match… them to the needs of your company accurately enough. That’s the #1 reason this fails. And that’s generally a good place to start.
BEN HOROWITZ

Accurate Decision Good Jobs Mistake Place Reason

Hire sales people who are really smart problem solvers, but lack courage, hunger and competitiveness, and your company will go out of business.

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Hire sales people who are really smart problem solvers, but lack courage, hunger and competitiveness, and your company will go out of business.

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