Best Practice Report

Attracting Sales Talent: The Role of the First-Line Manager

January 1st, 2018
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director

Summary

Seventy-seven percent of high-performing sales reps consider their potential direct manager the most influential person in their decision to join a new company. Without a clear understanding of how to support and navigate the hiring process, first-line managers can be detrimental to the recruitment of high-performing reps. To transition from requisition-based recruitment to a continual process, managers must make a habit of targeting and nurturing potential candidates.

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