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Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration by Max F. Cates

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2. Second Step: High-Performance Teams Begin with Hiring

Hiring good sales reps is one of the continuing mysteries of sales management. It could, in fact, very well be the single toughest part of sales management. Just when you think you’ve broken the code, a new hire brings in a set of problems that sends you back to the drawing board. When you think you’ve learned from your failures, you’re surprised again and again. Unfortunately, it seems the unpleasant surprises far outweigh the pleasant ones. We’ve all hired sure-thing reps who flamed out in six months. Conversely, we’ve hired ones who barely made the cut, and watched them turn into superstars.

Some say a 50% first-year success rate is good. But that simply is not good enough. You are doing ...

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