Finding superstars through referrals There are a few things you can do to get good referrals. First, compile a list of good referral sources, anyone you know who could provide you with potential candidates. The next step is to ask the right questions. The Nom- inator System, which is available in the Resource Library on The Center for Sales Strategy website, provides you with a list of questions, for each sales talent, that you can ask people when looking for referrals. So instead of asking your sources, “Who do you know who’s a good salesperson?” You can ask questions about the specific talents you are looking for. For example, if you are trying to find someone who can solve complex client problems you can ask, “Who do you know who asks well- thought-out questions to uncover needs?” Or, “Who do you know who seeks to know the ‘why’ behind a problem to get to the root cause?" Finding superstars on LinkedIn You can do more than just post jobs on LinkedIn to attract talent. Think about how you might improve your profile. When a manager has a strong LinkedIn profile and posts regularly, it works like a magnet to cap- ture the attention of people who are not neces- sarily looking. Here are some tips: • Write a headline in your profile that describes YOU (not just your title). • Develop a summary based on the audience you want to engage. • Select skills that illustrate your strengths as a manager. • Solicit recommendations both from current di- rect reports and those who worked for you in the past.