Is selection the key to developing an effective sales force or is it training?

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The key to an effective sales force is selection. People are the foundation and the face of the business. In his book Good to Great, Jim Collins says, “Get the right people on the bus, in the right seats.” What he means is that people are the most valuable asset of a business. They create a corporate culture. There is an excellent book by James Murphy called Flawless Execution . In it, he uses the lessons learned from being a fighter pilot to teach businesses how to run more effectively. Murphy claims that when hiring, good leaders should first ask, “Does this person fit your corporate culture?” (191). What these authors argue is that companies should spend more time finding the right people to fit the culture; the training...

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