24 Recruitment Case Study What it Means to Be a Talent-First Sales Organization A ll sales organizations recognize the value in having a strong recruitment and selec- tion plan in place. But knowing you need one, and actually having one, that is consistently executed at the very highest level and producing results, are two entirely different things. CMG Miami stands out in the crowd of wannabes and makes top-notch recruitment and selection a way of life in their market. I wanted to learn more about what they were doing right so I went to their General Manager, Ralph Renzi and asked him 10 questions about their plan and their pro- cess. Ralph was named one of the 2018 CSS Tal- ent Superheroes, so I was not surprised at his knowledge on the subject and his willingness to share. Before I get to our Q&A, here are two things I learned that clearly separates CMG Miami from others that aren’t doing this as well: • They have made recruitment and selection an everyday thing there. They continually fill their talent bank pipeline – even when they don’t have a single opening. • Recruitment and selection is not any one per- son’s job there. It is a team effort, and every- one plays a role.