How to Hire A-Players

Finding the Top People for Your Team- Even If You Don't Have a Recruiting Department

Eric Herrenkohl

• Publisher: Wiley
• Year: 2010
• Print ISBN: 9780470562246
• eBook ISBN: 9780470618677
• Edition: 1
• Topic: Business
• Subtopic: Management
• Index: Business

How to find great employees, make great hires, and take your business to the next level

It is always easy to find people who want a job, but it's never easy to find and hire A-players. In How to Hire A-Players, consultant Eric Herrenkohl shows owners, executives, and managers of small and medium-size businesses where and how to find A-player employees. It is these individuals who will help keep quality high and growth and profits strong.

Herrenkohl explains how to use your existing marketing, sales, and networking efforts to find top candidates. He provides current examples of companies that consistently hire A-players without big recruiting departments as well as step-by-step explanations for making these strategies work in your own company.

• Shows you how to find and hire top employees.
• Ideal for owners of small businesses, executives and managers of large businesses, as well as corporate recruiters and HR specialists who need new ideas
• Herrenkohl's client list includes privately held businesses in over 50 industries as well as big corporate names like Bank of America, Edward Jones, and Northwestern Mutual Life

A-player employees are the life blood of any growing business. This handy hiring guide shows you where to look, what to ask, and who to hire to boost your business today

1

The Value of A-Players

Almost no one wants to spend time on recruiting. You know it’s important and has to get done, but you are busy. Typically, your team is shorthanded during the recruiting process. You have an open position, after all, which makes you even busier. So why take the time to read this book and commit to hiring A-player employees?

Thriving Businesses Are Built by Teams of A-Players

Nothing has a bigger impact on the results of your business and the quality of your life than hiring—and keeping—A-players. Perhaps you have a vision for growing your business, having a great life and career, and then selling your business one day for a sizable sum. If you don’t hire great people, those dreams will fizzle. Dedicate yourself to hiring A-players today if you want to be a leader who turns this vision into a reality. Whether you have a sophisticated recruiting apparatus or not, you must figure out how to find, attract, and employ A-players. It is essential for success.

Chief executive officer of Meridian Enterprises Corporation Sam Toumayan started his company in 1978 as an incentive travel company. A number of Sam’s peers founded similar companies around the same time. More than three decades later, Meridian stands as a transformative power in the sales incentive industry. Companies around the globe use its patented credit card-based programs. Meridian has changed this industry forever, while similar companies that started at the same time have gone out of business or been acquired.

What made the difference?

If you ask Sam, he will tell you that he hired strong people and trusted them to do their jobs well. Sam recognized that he had to recruit A-players and have them build the enterprise that he wanted. The difference between a business that fizzles and one that takes off is often whether the CEO knows how to hire and lead A-players.

A-Player Principle: You have to be willing to let go of some control in order to grow your company. Do you currently have A-players on your team whom you can trust to lead some—or even all—of your business for you?

The Impact of Just One Great Hire

A-players have an exponential, not incremental, impact on your business. Microsoft has more than 80,000 employees worldwide. How much impact could one employee have on a business that size? Not much, right? Bill Gates believes otherwise. He claims that the entire company was really built around fewer than 20 people.¹ If Gates needed fewer than 20 people to become the wealthiest man in the world, what impact could just two or three true A-players have on your business—and your life?

I am convinced that most businesspeople are not committed to recruiting because they believe that hiring great people is a crap-shoot. But hiring doesn’t have to be a roll of the dice. While you can never eliminate all of the risk, there are certainly steps you can take that will result in bringing more A-players into your company. The question is: Will you and your company pledge to continually find and hire A-players? Is it worth the time and effort? The answer should be an enthusiastic YES—because adding just a few more A-players to your team can pay off in fantastic ways. Let’s take a look at how much impact just one great hire can have on a business.

One A-Player Can Give You Your Life Back

Jody and Heather Herzog own a Fleet Feet Sports franchise in Cleveland, Ohio. This young, energetic couple ran a good business and had big plans for the future. They had a number of good employees, but as with many small businesses, the bulk of the responsibility for leading their specialty retail business fell on their shoulders. They served customers, bought product, oversaw the financials, ran training programs, created marketing campaigns, and dealt with the hundreds of other tasks that had to get done.

Then the Herzogs found Eddie, who happened to have 12 years of experience managing a competitor’s store across town. He was bored with his current role and saw Fleet Feet as a great new career opportunity. Plus, he would likely have a shorter commute. Over a period of months, these factors were enough to get him to make the move and come to work for Heather and Jody. The impact was immediate. Eddie essentially started running the place. He used proven methods for improving buying and inventory. He brought specific ideas for new marketing programs. Eddie anticipated what needed to be done, and he did it.

Eddie began to mentor and lead the other staff. He set a positive pace and tone for other employees. In doing so, he helped to create a great company culture in which even average employees perform at their highest possible levels.

The impact of hiring one A-player was exponential, not incremental, for this business. After hiring Eddie, the Herzogs could focus their time on important activities for acquiring new customers, improving customer retention, and managing inventory levels to maximize profitability. In other words, the best people in the business got better because they had one more person on whom they could really depend. That process, repeated over and over, is how great businesses get built.

In addition to the business benefits, Eddie helped Jody and Heather to get their lives back. They don’t have to spend every waking hour at their store. They can take a day off together and trust that the store will be run well in their absence. They gain some margin in their lives and again look forward to the days they spend in the store. Too many owners of small and midsize businesses have lives that are indistinguishable from their work. They have no time to themselves because without them, things fall apart. But one A-player like Eddie can change all of that. He or she can take responsibility for important pieces of the business, oversee other people, and even bring in new business. While no business can or should sit on the shoulders of one person, for Jody and Heather, this single key employee gives them the ability to keep building a great business without completely sacrificing their personal lives.

A-Player Principle: Even one A-player can help you to build a great business—and have a full and satisfying life outside of work.

One A-Player Can Keep You from Getting Divorced

Whether literally or figuratively, you have to employ people to whom you trust “the keys” to your business. Executives and business owners who lack strong employees cannot take a vacation without worrying that their entire operation will be in ruins when they return. They cannot “turn the lights off” in the office of their mind or focus on the rest of their lives—which can result in train wrecks at home. Marriages become strained or even ruined when businesspeople don’t have at least one A-player who can supervise in their absence. Hiring A-players and setting them up to succeed can help you to regain balance in your life—and keep your personal life as well as your business life on track.

I coach a number of business owners and senior managers who are A-players. They are personally effective and get a lot done. However, their strength becomes their weakness. Their employees don’t take ownership and initiative because they know that “Jack or Lisa will do it.” These clients of mine make every decision. If a new idea is going to be created, they create it. If a new program is going to be implemented, they implement it. Things can go on like this for only so long before the business and their personal lives suffer. One of the best things you can do for the long-term success of your career and your life is to hire people who can move the ball forward in your business without you.

A-Player Principle: Finding and hiring A-players may save your marriage and key personal relationships.

One A-Player Can Help You to Sell Your Business

Do you have an exit plan from your business? Is your retirement plan contingent on being able to sell your company for a meaningful sum? Have you had your business valued? How much money is at stake for you personally if it is estimated to be less than you think it is worth?

Business valuation expert Vic Haas says that “when buyers look at your business, they must be convinced that [it] can survive without you.” When Vic is hired to value a private business for sale, one factor he always examines is the compensation of top executives. He wants to know if there is anyone in the business who is worth a big salary other than the owner. Having a management team comprised of a bunch of poorly compensated average performers reduces the company’s value. Vic wants to see a corporation in which future growth and daily operations are driven by people other than the owner. Potential buyers for your business know this. They will assess the quality of your team as part of their own due diligence.

When viewed in this light, you can see how hiring A-players has a direct impact on the value of your business and your net worth. Most businesspeople understand that they need to create systems and processes that operate without their involvement. But you have to have people who can run these systems effectively. If you hope to sell your business one day, you should be hiring A-players right now to build and run it.

A-Player Principle: Selling your business for the price you want may depend on having A-players who can run it for you. Would a potential buyer today believe that you have an A-player management team?

You Can’t Turn Midgets into Giants

How well do your current employees respond to coaching and training? Do they produce great results after you invest time in them? If your answer to these questions is “not well,” you have to examine both the effectiveness of your leadership and the talent of your people.

Coaching and developing your staff is vital for improving performance and retaining good employees. I have helped numerous executives, managers, and key employees increase their business value in this respect. But don’t fool yourself into thinking that you can turn a C-player into an A-player. You can’t turn midgets into giants. Look around your organization. If you see one person whose performance is head and shoulders above everyone else, chances are that she was already a superior performer (or at least had superior talents) when you hired her. Get committed to finding more of these people. The best way to make your investment in your staff pay off is to coach A-players!

A-Player Principle: Don’t try to solve a recruiting problem with a coaching solution. You can’t turn midgets into giants.

The Best Coaches Are the Best Recruiters

I am a devoted fan of the St. Louis Cardinals. Pitching coach Dave Duncan is legendary for taking pitchers, who used to win 15 games per year but now only win 7 or 8, and getting them back to the top of their game. He is so good that there is talk of making him the first pitching coach to be added to the Major League Baseball Hall of Fame.

Do you think that if a pitcher with great ability has been on a losing streak and then gets the chance to play for Dave Duncan, he would do everything in his power to make it happen? You better believe he would. By playing for Duncan and the Cardinals, such a pitcher could add years to his career and millions to his bank account.

The dynamics (if not the salary levels) are the same in every industry and business. The best coaches are the best recruiters. They excel at selling their program to A-players. A-players want to keep improving; that is part of what makes them so good. You recruit A-players in part by showing them that you can help them to reach the next level in their career.

Progressive Business Publications provides newsletters, books, and online training via a sales force of 550 telemarketers in 15 locations across the United States. The vice president of sales, Colin Drummond, is the Dave Duncan of Progressive. He places a huge emphasis on instructing and developing salespeople. He requires his team leaders to be coaches, not just managers. They spend their time asking questions so that salespeople are forced to think for themselves, diagnose their own problems, and take ownership of the solutions. His telemarketers are typically making $9 to $12 an hour. Yet as Colin says, “People will take $1.50 less per hour at Progressive because they know that they’re being developed.” The strong sales coaching at Progressive—and the leadership’s commitment to helping salespeople achieve—is a competitive advantage that allows the company to attract and keep people in a very cost-effective manner.

A-Player Principle: Recruit A-players by showing them how you can help them to reach the next level in their career.

Get Passionate about Finding and Hiring A-Players

As Barney Kister, senior vice president of sales and operations for Supplies Network, says, “You should never hire just to fill a position. You should always be looking for good people to add to your team.” If you start to think about recruiting only after a position has opened up, you have already lost. Don’t just fill empty roles. Define the team you need to achieve your goals. Then work constantly to put that team in place.

Make Money Next Year from the A-Players You Hire This Year

Legendary sales trainer Bill Brooks once worked for a billionaire who owned multiple companies across the country. He asked this man what the secret to building a great business was. “Make money next year from things you sell this year” was one of the billionaire...

Table of contents

• Praise
• Title Page
• Copyright Page
• Dedication
• Acknowledgements
• About the Author
• Introduction
• Chapter 1 - The Value of A-Players
• Chapter 2 - Would You Know an A-Player if You Met One?
• Chapter 3 - Three Steps to Creating an A-Player Team
• Chapter 4 - Right under Your Nose: Leveraging People You Already Know
• Chapter 5 - Don’t Just Sit There. Reach Out!
• Chapter 6 - Finding New Pools of A-Player Talent
• Chapter 7 - The Basics of Online Recruiting
• Chapter 8 - Using Recruiters Wisely
• Chapter 9 - Interviewing and the Economic Value of Good Looks
• Chapter 10 - Popping the Hood on Candidates Using Assessment Tools
• Conclusion: Keeping the A-Players You Hire
• Web Sites for Free Additional Resources
• Notes
• Index