The Ultimate Sales Managers' Guide
Chapter One
HIRING
Vision Precedes Everything
-John Klymshyn
I recently coached a salesperson over the phone, and I wanted her
to understand the importance of knowing where she wanted to
take her business. This is relevant to you, The Ultimate Sales
Manager, because you buy and sell all day. You buy the corporate
vision, and then repackage and sell it to your immediate reports.
You must start everything with a specific vision, and that must
be in place and clear before you think about hiring. Do not look to
fill out your head count.
Clarify and commit to a vision of your group, and hire to fulfill
that vision. In this chapter and throughout this section, we talk about
the employment cycle that people will have with you and your company.
What do you want people to think of or speak about when they
describe the environment you create on the sales floor or throughout
the office? You create and significantly contribute to this environment:
Know where you want the car to go before you start dr ... read full excerpt from The Ultimate Sales Managers' Guide ebook
