{"id":959,"date":"2007-05-30T09:34:45","date_gmt":"2007-05-30T14:34:45","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/results-based-work\/"},"modified":"2007-05-30T09:34:13","modified_gmt":"2007-05-30T14:34:13","slug":"results-based-work","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2007\/05\/results-based-work\/","title":{"rendered":"Results-based Work"},"content":{"rendered":"<p>From Seth Godin&#8217;s post <a target=\"_blank\" href=\"http:\/\/feeds.feedburner.com\/~r\/typepad\/sethsmainblog\/~3\/120264333\/who_should_you_.html\">Who should you hire?<\/a><\/p>\n<blockquote><p>There is a fundamental shift in rules from <em>manual-based work<\/em> (where you follow instructions and an increase in productivity means doing the steps faster) to <em>project-based work<\/em> (where the instructions are unknown, and visualizing outcomes and then getting things done is what counts.)<\/p>\n<p><strong>And yet, we&#8217;re still trying to hire people who have shown an ability to follow instructions.<\/strong><\/p><\/blockquote>\n<p>A great point from him especially in terms of hiring strong salespeople.  &#8220;Project-based work&#8221; has been more common in sales since salespeople tend to have some freedom, or latitude, to achieve results.  Sales is typically the easiest position to measure success.  If a salesperson is above quota, they are an entrepreneur.  If he or she is below quota, they are grist for the sales manager&#8217;s mill.<\/p>\n<p>I would categorize sales as results-based work.  The salesperson has to interact with a wide variety of individuals and creatively qualify them for a solution, if any.<\/p>\n<p>If your sales hiring process involves ranking candidates based primarily on their ability to regurgitate talking points from their resume, you are greatly limiting your ability to hire results-based salespeople.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>From Seth Godin&#8217;s post Who should you hire? There is a fundamental shift in rules from manual-based work (where you follow instructions and an increase in productivity means doing the steps faster) to project-based work (where the instructions are unknown, and visualizing outcomes and then getting things done is what counts.) And yet, we&#8217;re still trying to hire people who have shown an ability to follow instructions. A great point from him especially in terms of hiring strong salespeople. &#8220;Project-based work&#8221; has been more common in sales since salespeople tend to have some freedom, or latitude, to achieve results. Sales is typically the easiest position to measure success. If a&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2007\/05\/results-based-work\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[16],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-ft","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/959"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=959"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/959\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=959"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=959"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=959"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->