4min chapter

Invest Like the Best with Patrick O'Shaughnessy cover image

Henry Schuck - Building ZoomInfo - [Invest Like the Best, EP.330]

Invest Like the Best with Patrick O'Shaughnessy

CHAPTER

The Henry Scale and the Evolution of Salespeople

In the startup stage, people with basically high cognitive ability perform the best. As you get bigger, there's all sorts of scaffolding around an account executive or an account manager. So all of a sudden, things are being driven for you and you don't have to figure everything out yourself. That's kind of how I think about what makes a really great rep.

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