Todd Olson

Mutual.

Yeah.

Anyway, the point is, is that when you ask those hard questions, you learn things and you learn things about your team.

And that now I'm not in every interview.

Oh, how to do it.

Because we've we've fine tuned that process.

The last thing on interviewing I'll share is that because we sell to heads of product and I'm a former head of product, I'm a buyer.

so my my question in the back of my head when i'm meeting a sales rep or a prospective sales rep is what i buy from this human do i feel comfortable because some sales people let's be honest are a little skeezy slimy whatever words you like to use no offense to any sales people out there but like i like a level of authenticity when i'm buying that i know someone's like not trying to pull one over on me and get like a quick dollar out of it so that's how i like to buy and that is how our buyer likes to buy so the fact that we're connecting these things is really really really important

The next thing you'll see, you'll see these darker red ones say 90 plus day check-in.

I was meeting with a CEO very early in the company and said, I asked him what he did that was really useful.

He said he met with every single employee after the first 90 days.

Now, think about that.

There's a lot of people.

Trust me, I was told I couldn't do that nearly every month for years of my life.

And I just stopped it about a year ago.

We added 450 people last year.

So that's when I stopped it.

So that's impossible.

But you learn so much when you do that skip level.

That's a deep skip level.