"Don't Leave Crumbs."
So, what are crumbs?
Crumbs are those things that make us look back and rethink our last move. In sales recruiting, crumbs often look like "renting" a few months of recurring revenue or another short "rep" added to our resume. They end up in performance improvement plans, replacement roles, and corporate restructure.
If we leave crumbs today, they will inevitably cause us more grief tomorrow.
We've developed a simple 3-Point Playbook based on a targeted, "end-in-mind" line of questioning that enables us to better define individual sales culture through personal insights on curiosity, communication, and ability to adapt to change.
These talking points serve as a guideline to help gauge compatibility and predict long term potential for fit.
We then use this feedback to help frame the focus of the search, from some of our earliest interactions.
By keeping these questions top of mind from prospect to placement, we effectively align our internal processes with each other's initiatives.
This leads to less crumbs - saving time and mitigating risk.
That way you end up making the right hire rather than settling for the "right now" candidate.