Over and over we hear the same question from our clients: “Should we promote internally or hire externally for this sales position?” And many sales leaders fall into the trap of complacency.

“Joe is a good guy and deserves a shot.” 

“Sue has been with us for 10 years and works hard.” 

“David did make his number last year.” 

“It’s easier to just promote someone.”

Ugh.

When you consider talent staffing, the rule is to hire to the position, not the person. This requires you to do some foundational work upfront. Laying the ground rules for the gig establishes a baseline to hire against.

Make sure you do these three things before even considering someone for a new role:

Source - Read More at: blog.thebrevetgroup.com

Another terrific article from The Brevet Group. 

Well worth the read!