Comments on: The 18 month rule. https://berkonomics.com/?p=670&utm_source=rss&utm_medium=rss&utm_campaign=the-18-month-rule Dave Berkus' business insights Tue, 18 Jan 2011 22:41:52 +0000 hourly 1 https://wordpress.org/?v=6.9.4 By: Larry Jordan https://berkonomics.com/?p=670&cpage=1#comment-1205 Tue, 18 Jan 2011 22:41:52 +0000 https://berkonomics.com/?p=670#comment-1205 This one is so true. That is why I always related to my sales managers the actual cost of a mis-hire of a sales/account exec. At our major public company, the cost of a year lost was over 250k but even more concerning was the lost $1-2 million in 90% gross margin on software. I was trying to focus them on an obsessive approach to reference checking, background checking, etc. I would tell them that they needed to put aside at least 8-12 hours of personal time to check out their best 1-2 candidates, sometimes using whatever legal tricks it takes to find the right person. The cost to them in lost incentives (maybe lost job) alone was worth it.
-Larry Jordan

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