We have all fallen victim to the impulse buy. That gadget in the checkout line or “gotta have” in the window. Thankfully, most of those spontaneous decisions didn’t have a pronounced impact on our long-term success or happiness.
I’m sure you would agree that hiring a new manager doesn't fall into the same spontaneous purchase category as buying a Wonder Wallet or a Snuggie, but I have seen even the best managers out there succumb to the quick and easy option that is right at their fingertips. When a key management position comes open, the stopwatch starts. It takes massive willpower to not make a quick move, but instead apply the critical thought that is necessary to make a good decision.
Finding the right person for the job often takes time—time you don’t have—so you may find yourself dreading to make that next hire. 
When it comes to recruiting superstars, some people just seem to have the magic touch! I have the pleasure of working with quite a few sales managers who have this gift, but one, in particular, stands out of the crowd. She rarely misses!
Hiring the right person takes the perfect blend of art and science; you bring the art and we bring the science. Let me explain.
I recently talked with a person in senior leadership who told me his company hired a salesperson six months ago who took an $80,000 pay cut to come to work for them. She left an obviously lucrative sales job in a bigger company because, despite her level of achievement and huge revenue contribution, she felt no appreciation for her accomplishments and, was being forced into a rigid sales structure totally foreign to what made her successful.
Honestly, that is not something that ever came out of my mouth… nor did it ever come to mind. When I was a kid I wanted to be a chef because I loved to cook and eat. I wanted to be a Michelle Pfeiffer in Grease 2. I wanted to be a Madonna (before she did all the weird stuff). After watching A Few Good Men, I wanted to be a lawyer, and for a brief moment, I worked at Express and thought I wanted to be a fashion merchandiser. Why didn’t I dream of becoming a sales person or better said, an expert in sales strategy?
