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The Winning Manager’s Playbook by John Cioffi

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Define the Position

It seems almost too easy to state that the first step in this process is to define the position. That’s what everyone already does, isn’t it? They determine that they need a salesperson, write some type of job description, and then go looking.

Unfortunately, a key part of the process that we’ve often found missing is the link between the company’s vision, goals, and strategies and the position being filled. All too often, companies simply replace a person who has left, or another salesperson is added to the existing structure, or a new management position is created when the group gets to a certain size. In other words, they lose sight of the big picture, the picture that tells them what they need to do today to get to where ...

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