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ProActive Sales Management, 2nd Edition by William Skip Miller

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Chapter 4

Finding and Recruiting the Best Sales Team

A few years back, I authored a two-day course for the American Management Association (AMA), called “How to Hire the Right Salesperson the First Time.” Managers were impressed with what they took away from the sessions. They gave the program rave reviews. Most said it dramatically improved their ability to hire effectively.

The course does not exist anymore, despite much effort by the AMA to market it. Why? No one came. It turns out most managers believe they do a good job of interviewing. Not enough people signed up for the course, and it was killed after one year.

The concepts, however, are alive and well—and available to managers who want to increase their odds of hiring the right salesperson ...

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