Fundamentals of Sales Management: For the Newly Appointed Sales Manager

The Number One Rule in Recruiting: Constantly Recruit

Managers should not rely on knee-jerk reactions to fill an unexpected vacancy. Good managers already have a list of people in their database to call. These may be people they have met on a plane, on a train, or through a casual conversation. You might have found their background and experience to be well suited, but there were no openings at the time. They may not be interested in your position for themselves, but there is a chance they know someone of equal caliber who does. These can be some of the best referrals you will receive.

Also, when networking at industry events like conference and trade shows, make a mental note of anyone who is visible and impresses you. You may hear a speaker ...