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The Art of Modern Sales Management: Driving Performance in a Connected World by Renie MacClay

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9

The Hiring Dilemma: Advice for Sales Leaders

Joseph Anzalone

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In the seminal management tome Good to Great, Jim Collins compared leaders to bus drivers. The leader’s top priority is to choose the right people for the bus: “if you have the wrong people on the bus, nothing else matters. You may be headed in the right direction, but you still won’t achieve greatness. Great vision with mediocre people still produces mediocre results.”

This is especially true for the sales leader. In this chapter, you will learn:

• “the three Ds”— key personality traits ...

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