Always Be Recruiting

I am hoping over the next two weeks to do some quick blog posts. (I always say that). But, this time I am serious. I have been picking up great stories over the years and have been meaning to weave them into bigger posts. Now, I just have to get them out there. Today is one of those.

Years ago, I went to a Giants game with Shawn McLaren, the Chairman of Connect and Sell. He has been a CEO for as long as I have been alive and has been really successful. I asked him if he could give me one piece of advice from years in business. Quick note: I always ask that question of people with more experience than me. It’s a lesson from my dad — learn from people who have been there. 

Here is what he told me:

  1. Pose the following question to everyone you respect “Who is the best sales person you have ever worked with?”.
  2. Ask for an introduction.
  3. Set aside time every week to meet these sales people (As a matter of fact, he told me he uses his daily breakfast reservation at the Rosewood Hotel in Palo Alto to meet sales people.)
  4. Do this year round whether you are actively hiring or not.

Always be recruiting. I tried this after he gave me this advice. I met amazing A-players who became part of my network and still are. Let’s face it: One of the core aspects of a sales leaders job is to assemble a team of hitters. I don’t care if you run inside sales, field, or sales development – you gotta bring em in. The more a-players you can call on, the better off you will be.

Also — remember this: Game recognize game — If you don’t hire that a-player, a-players know the other a-players. If they aren’t in, they can find the one that is.

If you nail this, you will know because you will start to receive unsolicited emails from people in your network that read: “Craig, I’d like to introduce you to XXX. She was the best sales person I worked with at XX.” Whether you are hiring or not, meet them and stay in touch. It will pay off.




Craig Rosenberg is the Funnelholic and a co-founder of Topo. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter