b'THE CENTER FOR SALES STRATEGYJim HopesManaging Partner (retired) The Center for Sales StrategyHow to Recruit for Specific TalentsT here are many times whenHow many accounts willtheabilitytoestablishand you need to find someonethis person be handling? maintainrelationshipsisvitally withveryspecifictalentsIf the answer is many, you areimportant.tofillaparticularroleinyourprobably going to need someoneTaking15minutestothink organization,butitcanbeawith a strong discipline talent tothroughthejobandthekind challenge.Mostrecruitmentkeepallthedetailsorganizedof work that needs to done will approachestendtoberoteand spin a lot of plates at once. save you much heartache (and andfocusmuchmorealistofmoney) later.duties and responsibilities than attractingsomeonewhoseHow much new business naturalbehaviorsmakethemdo I expect? Ask for Specifictheidealfitforyourjob.So,Iftheanswerisalot,youBehaviors Firsthowdoyougoaboutfindingshould be looking for someoneSo,ifyouvedecidedyoudo thatideallytalentedindividualwithstrongpositivity,sotheyneedsomeonewithstrong whowilldowhatyouwantcan remain upbeat and focuseddisciplinetohandlemany themtodoevenwhenyoureinthefaceoftheinevitableaccounts with a good degree of not looking? rejectiontheywillgetfromdetail,beginyourrecruitment approaching prospects. foraybyaskingforbehaviors. Know What YouFor example: Are Looking For What role do relationships play in aDoes this sound like Youllneverfindtheidealjob like this?you?candidateuntilyoutakeafew minutestoanalyzethejobIfitsOKtosimplymaketheI am a stickler for quality and youhaveopen.Forexample,saleandmoveon,long-termprecision.if you are hiring a salesperson,relationship talent may not be asItakeprideinmanagingmy there are some things you needimportant, but if the expectationtime very well.tothinkthroughbeforeyouisyoursellershouldbedoing beginning your searches: businessonanon-goingbasis,Ifyouarelookingforahigh 36 How to Recruit for Specific Talents'