Richard Milligan argues sales leaders must personally recruit their teams. 80-90% of hires flow directly through the leader, so delegating to recruiting means missing eight or nine out of ten people. A strong recruiting team helps, but the leader has to stay connected and engage with candidates early.
If you are leading a sales team, you are recruiting leader. I don't care if you've got recruiting support or not. The data supports that between 80 and 90% of all hires come directly through the sales leader. If you delegate this and you get to say, well, we've got a recruiting department, they're responsible for it. You will miss on 8 or 9 out of every 10 hires that you make. So you might be able to grow if you have a great recruiting team, but if you're not closely connected to them and you're not closely interacting with the recruits early in the process, you won't have success.
