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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 14

Recruiting Productive Talent

Entire books have been written on how to recruit top talent. Social networking has opened up new possibilities, and virtually all our clients have human resources departments. So we’re not going to go through a step-by-step process on how to create a rigorous recruitment approach right here. What we’ll do instead is just mention a few important things to remember when you are recruiting.

The best advice is to be constantly looking. Bill Eckstrom, president of EcSELL Institute, told us, “One of the biggest challenges sales leaders talk about is how difficult it is to find top talent. And a huge part of that problem is because they are reactive rather than proactive about seeking talent.”

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