The Square Peg

When a sales team is formed, each person is tasked with a specific role.  Often times, you have a need, and you find the best person available to add to your team.  But too often, we place that person in the role in which we have a need, rather than in a role in which their person is best suited.  It's similar to the common dilemna that takes place for NFL owners on draft day.  Do you draft for position needs, or do you draft the best available.  I'm a fan of drafting the best available with the hopes of obtaining a superstar.........and often times that's the direction NFL owners go.  But, if the team needs a quarterback, and the best available is a running back...........you don't then try to fit the running back into the quarterback position.  Why do we think we can do that in sales?

If you hire the best available, and they don't fit the mold of the exact need you have, you're the one that needs to adjust..........not them.  If you try to fit the so called square peg into a round hole, you only set them up for failure.........yet you're the one that failed, not them.  I'm guilty of this, of course like anyone I don't recognize my own short-comings as quickly as I recognize it from others.  I still believe in hiring the best available, as a superstar is a superstar, and I'd rather them be a superstar on my team.  If you can't adjust the team accordingly, then you should pass on the superstar and recruit based on your needs.  Find a role player that can fit the role you're looking for, and you will put your team in a better position for success.  Easier said than done, I know. 

**  For all you mavs fans - TAKE DAT WIT CHEWWWW......................