33 Y our sales team determines the success or failure of your operation. This shouldn’t come as a surprise to you, but if you’re like other sales managers, you don’t start looking for new sales candi- dates until one of your salespeople leaves the company. By then, it’s too late. You’ll have to scramble to fill the role. This chaos will often result in you rushing to find the right person or settling for someone who is just “good enough.” These hasty hiring decisions don’t solve anything. You still need a great salesperson, and the person you just hired isn’t likely to be that. Stop Hiring, Start Recruiting Wouldn’t it be nice to have a bench of talent- ed candidates, all waiting to come work for you? Already interviewed, references checked, ready to go? Recruiting makes this possible. CENTER FOR SALES STRATEGY BLOG There’s a Huge Difference between Hiring and Recruiting by Matt Sunshine