b'RECRUITMENTRECRUITMENT C A S ES T U DY: Finding Talent You Can Bank On By Susan McCullinSenior Consultant, The Center for Sales StrategyOne of the most critical decisions you make as a manager is who to bring on board. Every new hire will either add to or detract from the success of your team, and without the right salespeople, your business wont achieve its full potential. Thats a lot of weight on your shoulders! I recently spoke with two sales leaders to learn about their recruitment processes. These leaders know the importance of hiring people who have the right combination of talents and have been successful in hiring sev-eral talented people over the past several years. Throughout our discus-sion, I found it very telling that both of these managers have developed strong, consistent habits throughout the recruitment process. As you read our conversation, take a moment to ask yourself: Are thereBen Saurer, VP/General Manager adjustments or additions you could make in your own recruitment pro- Federated Media, Fort Wayne, INcess, to ensure youre establishing strong habits? Do you have any best practices for building a Talent Bank? Ben: Staying committed to what it takes to be better than the compe-tition. And not just your other media competitors, its the marketplace overall. Its like sticking to a diet, working out, or learning to play an instrument. You have to be dedicated to making the weekly touches. Some days youre in the mood. Thats easy. Other days, when it seems like youre living out the Pink Floyd lyrics Is there anybody out there?, those days are harder to stay motivated. We make excuses we sell our-selves on (guilty, myself included as well). Youve got to get yourself in the mood and get the job done. Put your best hype song on, review all the good things your great hires are doing, and remember you GET to shapeOmesh Somaru, Director of Sales Cox and build a team and shape your company. What a cool responsibility.Media Group JacksonvillePressure is a privilege. Lets get to work! 34 Finding Talent You Can Bank On'