Get the Best People On Board

In his book Good to Great Jim Collins identifies a series of attributes that distinguish good companies that become great from those that do not. Foremost among these is “getting the right people on the bus in the right seats.” And no group of employees is more important to your success than your sales associates, who not only drive revenue but also represent your brand every day. The companies I've worked with that have the very best sales forces can precisely define the success factors—or competencies—that make their top sales people so effective. Answer these questions to determine how you compare to these leaders. Appraising the Situation Do you have a clear idea of the selling and services behaviors that you believe will distinguish your brand from the competition? Do you have a written list of behavioral attributes that separate your very bes

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