21 talent right from the start. He spends his time talking to those with strong talent. A local sales management team should build a recruitment plan each year. Step one should be to hone your employment value proposition. Think of this as your ele- vator speech to attract the right candidates. Take a fresh look at the kind of ads you are running, see what people are saying about you on sites like Glassdoor, and create a number of action steps to find candidates. Once your plan is done, work your plan. 52 weeks a year! John Henley Managing Partner The Center for Sales Strategy