Advertisement

Hire the Person, NOT the Book of Business

Tackling one of the biggest problem in sales

In this episode of Straight Talk!, business Coach Troy Harrison shares his perspectives on hiring the very best salespeople for your company, and what you should focus on when searching for top talent.

When it comes to hiring sales professionals, one strategy some have taken is focusing on a salesperson’s book of business they promise they can bring to the table. Is that the the best strategy?

In this episode of Straight Talk!, we explore why hiring the person—their character, skills, and long-term potential—is more critical than relying solely on their existing client list.

Discover the pitfalls of chasing immediate gains from a book of business and how it can limit your company’s growth, and get strategies that work to find top salespeople who can find new business and grow your company’s client portfolio.

 

Jeff Cross

ISSA Media Director

Jeff Cross is the ISSA media director, with publications that include Cleaning & Maintenance Management, ISSA Today, and Cleanfax magazines. He is the previous owner of a successful cleaning and restoration firm. He also works as a trainer and consultant for business owners, managers, and front-line technicians. He can be reached at [email protected].

Topics Tags
 

Also in Training

FAQs on Disinfectant Active Ingredients
February 18, 2025

FAQs on Disinfectant Active Ingredients

February 11, 2025 Dr. Gavin Macgregor-Skinner

Clean Spaces Equal Healthier Lives

January 29, 2025 Jeff Cross

How to Develop Your Company’s Unique Value Story

January 28, 2025 Jeff Cross

Hire the Person, NOT the Book of Business

Sponsored in Training

Sunbelt Concrete 101 Webinar
October 4, 2021

Webinar: Concrete 101: Foundations for Surface Preparation Success

May 2, 2018 Sponsored by Spartan Chemical Co. Inc

CleanCheck® – Training Made Simple™

December 12, 2017 Sponsored by CMI

Industry Leading Training Solutions

October 1, 2016 Sponsored by ProTeam, Inc.

Jan-Pro of St. Louis Recommends ProTeam Backpack Vacuums to Franchises

Recent News

arrow and bar graph representing growth

Global Contract Cleaning Services Market to Increase by $165.3B by 2029

Safer Choice Label Threated as Trump Plans EPA Cuts

Judges Halt Cuts to Public Health Research in Some States & Order Health Information Restored

New mpox Strain Confirmed in New York

Hire the Person, NOT the Book of Business
Share Article
Subscribe to CMM