Sales Management (The Brian Tracy Success Library)

THREE

Select Champions

Recruitment is the starting point in building a superior sales team. Most problems experienced by sales managers originate in the recruitment of inappropriate people for sales positions in the first place. Selection of the proper salespeople is one of the most difficult tasks you have, but it can account for as much as 90 percent of the success of your sales organization. You therefore need an established selection procedure.

Select Slowly

As Peter Drucker said, “Fast people decisions are almost invariably wrong people decisions.” If you select in haste, you will repent at leisure. Take your time.

Poor selection is very expensive. It costs you time, money, aggravation, and the sales that you didn’t get because you hired ...