The Building Blocks of Sales Enablement

5

Sales Hiring

The Sales hiring block and my sales hiring system are synonymous, so in this chapter I describe them together.

The Sales Hiring System

Can you pick your next sales team (sellers, managers, and leaders) or individual sales hire, and get it right? What percentage of the time?

Your Sales Hiring System is the foundation on which everything else is built. As Jim Collins famously said in his book Good to Great, “Get the right people on the bus, the wrong people off the bus, and the right people in the right seats.”

Systems are powerful. They help you maximize the potential of your talent. In fact, great systems can help you get above-average performance from otherwise average players, which is why I build systems. I’m fond of quoting ...