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].

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Hire the Person, NOT the Book of Business
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