Now we are getting down to the real issue. Maybe you feel your system is not only weak — or inefficient, but you know it is just simply broken.  That is actually a good place to be, because from brokenness we can begin to build in a new way. You can make great improvements.

And if you build right, you may even see a real transformation begin to take place.

We have seen many!


We already talked about these vital elements in sales recruiting

  • Finding people with character
  • Finding people with a great attitude
  • Finding people with motivation

In order to see real change, you have to be able to recognize and hire people with solid character. Unfortunately, that is difficult in these times. References help. Experience helps. But interviews? Well, they can help some, but unless you know the right questions to ask and know how to ask them correctly, you may not be successful.

But still, hiring character is essential if you want to transform your team.

Maybe you have read Jim Collins’ book Good to Great: Why Some Companies Make the Leap…and Others Don’t.   We certainly have, dozens of times. And we teach it. You may remember that, in all the statistical analysis of companies that “made the leap” to greatness, Collins found a common ingredient. Those companies emphasized hiring people with good character and then put them in positions of responsibility.

Greatness is not a function of circumstance. Greatness, it turns out, is largely a matter of conscious choice, and discipline. — Jim Collins, Good to Great

Time again for a self-test

Take the survey and see what others are saying about the “Character” revolution in sales hiring.

OK we see transformation is possible, but what are some concrete steps to take?

Go to the next section: Next Steps.