“If we didn’t spend four hours on placing a man and placing him right, we’d spend 400 hours on cleaning up after our mistake.” — Peter Drucker
Managers today have a choice: Hire smart or manage tough. What this means is that it is worth the effort to spend time upfront to select the right sales candidate than to hire the wrong person and spend countless hours trying to transform a C player into an A player. By making better hiring choices from the beginning, managers can get twice the sales performance from their sales teams.
Think about your most recent hiring decisions. Are your hiring smart or managing tough?