This is a question heard often from sales managers. Let's make a parallel between new business development and finding talented people. We are asking our salespeople to always be prospecting, and to always keep their eyes open for new potential clients. Ask for referrals, ask your friends, ask anyone.
The same goes for finding talented people. Just like we want our salespeople to have new business prospects lined up and ready to be brought into the sales process. We want our sales managers to always have potential employees lined up and ready to be brought into the hiring process.
We ask our salespeople to have people at the ready so why don't we as managers?
It all starts with filling your talent bank. You should keep your bank loaded with talent, even if you don't have a spot for someone at the moment. Ask for referrals, ask your friends, ask anyone…who knows who. If you have a full talent bank you will make fewer mistakes when you hire. And most important of all, you won't be in a hurry and make a poor choice to fill a spot.
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Emily Estey is VP/Senior Consultant at The Center for Sales Strategy