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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

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
When I was CEO, and I’d listen to music, a lot of people listen to music and you get inspiration from it. And a lot of things in hip hop are very instructive for being in business. Particularly, hip hop is a lot about business, and so it was very useful for me in any job.
BEN HOROWITZ

Express Inspiration Jobs People
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
In life, everybody faces choices between doing what’s popular, easy, and wrong vs. doing what’s lonely, difficult, and right.
BEN HOROWITZ

Decision Lonely Running
A key thing in being a leader is you’ve got to pause yourself.
BEN HOROWITZ

Keys Leader Management
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
The important thing about mobile is, everybody has a computer in their pocket. The implications of so many people connected to the Internet all the time from the standpoint of education is incredible.
BEN HOROWITZ

Important People Phones
Yeah, I became a successful entrepreneur… Eventually
BEN HOROWITZ

Become Entrepreneur Successful
Until you make the effort to get to know someone or something, you don’t know anything.
BEN HOROWITZ

Anything Effort Knows Someone Something
There are no silver bullets.
BEN HOROWITZ

Bullets Growth No Silver
The trouble with innovation is that truly innovative ideas often look like bad ideas at the time.
BEN HOROWITZ

Ideas Innovation Looks
I emphasize to C.E.O.s, you have to have a story in the minds of the employees. It’s hard to memorize objectives, but it’s easy to remember a story.
BEN HOROWITZ

Mind Remember Stories
I don’t believe in statistics. I believe in calculus.
BEN HOROWITZ

Believe Statistics
In a company, hundreds of decisions get made, but objectives and goals are thin.
BEN HOROWITZ

Decision Goal Made
The bigger you get, the harder this gets because the more aggressive the people working for you are.
BEN HOROWITZ

Bigger Management People
I believe in strength over lack of weakness.
BEN HOROWITZ

Believe Strength Weakness

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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