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Don’t take my word for it…

Funny how things work.  Lately, I’ve been helping several clients recruit and onboard new sales reps.  As you already know, finding good sales people is hard work.  I’ve been blessed in my career to have recruited, managed and promoted stellar performers.  It was “Lesson #1” I learned from Tom McSweeney: 

Recruit good people; enjoy them while you can; promote them; and go find some more. 

I think it was Tom’s way of teaching me not to take good people for granted. 

At the same time Lew and Shayne, my friends and former teammates, recently changed jobs.  The companies they’re going to are getting two stellar performers – in this case, take my word for it!  Not surprisingly, both implied their frustration with their now former companies (and former managers).  I suspect they felt they were being taken for granted. 

“Gary”, you might ask, “how do you know they were stellar performers?”  Fair question.  It suggests you won’t just take my word for it.  BTW – a key perspective when you’re recruiting sales people – don’t simply take their word for it.  

When recruiting, I look for people who do all of the little things – little things don’t lie.  Are they prompt; prepared; did they do their homework before every meeting; did they professionally follow up after every meeting; have they worked hard for their accomplishments – like Lew and Shayne.  An Unknown Sage once said: 

How you do one thing is how you do everything – don’t kid yourself. 

“But Gary”, you might continue, “what about talent; experience; a track record of success in our industry?”  Another fair question.  Unfortunately, it sometimes reflects looking for the wrong things:  

  • Just because someone was successful in one role with one company at one point in time, does not mean they will be successful in their new role, with your company, at this point in time.  In fact, if they have had prior success we should wonder – why are they interviewing now?  Unless we can uncover justified frustration with their soon-to-be-previous manager, or some other legitimate reason for their departure, beware.  Don’t take their word for their prior performance.
  • I prefer to look for evidence of hard work vs. recruiting “talent”;  

Hard work without talent is a shame, but talent without hard work is a tragedy.

Chinese fortune cookie

And what does “hard work” look like?  It starts with a certain attitude – like Lew and Shayne’s attitude.  Permit me to offer an example from the email Lew sent me: 

I thought I would let you know that after 20 years I decided to leave… I had a great year last year and went to Presidents Club in Rome. I then resigned when I got back… After 20 years I needed a change. I have wanted to leave for a couple of years but I did not want to leave under plan. After 20 years I wanted to leave after having a great Presidents Club year… 

That’s an example of what a stellar attitude looks like, yes? 

Lew went on to thank me for the sales coaching I provided him during the years he was on my team.  Funny how hard working people make their boss look good – especially if you don’t take them for granted: 

            The teacher and the taught create the teaching.

Eastern Proverb 

I’ll share some of Shayne’s teachings in an upcoming post.  It is stellar, too – but don’t take my word for it. 

GAP 

Did you like this little ditty?  You might enjoy my book, too:  The Peace & Power of a Positive Perspective©  Please check it out Subscribe.

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5 Comments


  1. Jon Burianek
    Sep 17, 2012

    Gary, thanks for sharing. I enjoy reading your words of wisdom. Jon


    • Gary
      Sep 26, 2012

      Hi Jon, Thank you very much for taking the time to read my littles diitties, and offer a kind reply. Thx, GAP


  2. Jim Anderson
    Sep 17, 2012

    Gary-

    Great reminder of basic truths that apply “in the arena” in good times and tough times. Thanks!

    Jim


    • Gary
      Sep 26, 2012

      Thanks Jim – yes, “in the arena” is a perfect perspective. Thx, GAP


  3. Mozella
    Sep 29, 2012

    Heya i’m for the first time here. I found this board and I find It truly useful & it helped me out a lot. I hope to give something back and aid others like you aided me.

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