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I am very good at hiring because I've made a lot of mistakes. I learned to look at the specific individual and look for the most important traits and then ignore everything else, especially the resume—it sends you in the wrong direction.
我十分擅長識人用人，因?yàn)槲曳高^很多錯(cuò)。我學(xué)會著眼于特定的人，并找出最重要的特質(zhì)，然后忽略其他一切，特別是履歷－－它只會引導(dǎo)你往錯(cuò)的方向去。
I learned through trial and error: What makes a great manager? What makes a great salesperson? And that's who I always hire.
我在反覆試驗(yàn)中學(xué)習(xí)：是什么塑造出一名優(yōu)秀的經(jīng)理？是什么打造出一名杰出的銷售人員？那些就是我一直以來雇用的人。
If you're going to hire a lot of salespeople for your organization, I found that I look for the same three things in every single person I hired.
如果你要為你的組織雇用許多銷售人員，我發(fā)現(xiàn)我在每一個(gè)我雇用的人身上會尋找三件同樣的事。
I wanted someone who was insecure with something to prove. If somebody walks in there cocky, they never become your great salespeople. My top 10 salespeople, making millions of dollars a year, every year came to my office in December swearing they would never have another good year. Why? It was ridiculous. But they were insecure enough to think it could never happen again. You want an insecure person if you're hiring a salesperson with something to prove.
我想要某個(gè)沒有安全感、想要證明某些能力的人。如果某人自信滿滿地走進(jìn)來，他們絕不可能成為你的杰出銷售人員。我手下前十大銷售人員，每年賺入數(shù)百萬美元，每年都在十二月時(shí)進(jìn)到我的辦公室信誓旦旦說著他們絕不會再有舒適的一年。為什么？那很荒謬。但他們沒有安全感到認(rèn)為那絕對不會再次發(fā)生。如果你要雇用一個(gè)想要證明某些能力的銷售人員，你會想要一位沒有安全感的人。
You also want someone who has a positive attitude in every way. Because you know what happens? A positive person when they get hit—and sales is all about getting hit and knocked down—they spend very little time feeling sorry for themselves. They get right back up. They're back at it. You almost need a low IQ like "hit me again, hit me again, hit me again."
你同樣也想要某個(gè)在任何方面都帶著正面態(tài)度的人。因?yàn)槟阒腊l(fā)生什么事嗎？一個(gè)正面的人，當(dāng)他們受到?jīng)_擊時(shí)－－而銷售全都關(guān)乎于受到?jīng)_擊和被擊垮－－他們花上非常少的時(shí)間為他們自己感到難過。他們馬上振作。他們回到工作上。你幾乎需要有著像是“再來啊、再來啊、再來啊”的低智商。
That's a great salesperson. And then you need the work ethic to go with it. Nobody is great in sales unless they work like crazy. So those are the three traits I look for in every great salesperson.
那是一位杰出的銷售人員。然后你需要職業(yè)道德與其搭配。除非他們像發(fā)瘋似地工作，否則沒人能在銷售方面脫穎而出。所以那些是我在每個(gè)杰出銷售人員身上找尋的三個(gè)特質(zhì)。
What I look for in a manager is someone who's gonna be loyal. I mean, the heck, if I'm gonna build a giant house which is my business on a shaky foundation, how far am I gonna get? I need a structure with a footing as loyal as it can be that's gonna stand there through the thick and thin.
我在經(jīng)理身上找尋的是某個(gè)將會忠心耿耿的人。我的意思是，拜託，如果我要將一棟大房子，也就是我的事業(yè)，建筑在一個(gè)搖搖欲墜的地基上，我可以發(fā)展到多長遠(yuǎn)啊？我需要一個(gè)有著盡可能忠誠的基礎(chǔ)所建的構(gòu)造，那將在任何情況下都堅(jiān)持在那兒。
I also need someone who believes that we're gonna succeed. I need someone with a positive attitude—always a positive attitude, because you know what I find? I find a manager with a positive attitude is always gonna find a way to get to where you want them to go.
我同樣也需要某個(gè)相信我們會成功的人。我需要某個(gè)有正面態(tài)度的人－－永遠(yuǎn)要有正面態(tài)度，因?yàn)槟阒牢野l(fā)現(xiàn)什么嗎？我發(fā)現(xiàn)有正面態(tài)度的經(jīng)理永遠(yuǎn)會找到方法抵達(dá)你想要他們?nèi)サ牡胤健?/div>
A mark of a good manager is someone who's organized. I always ask everyone I'm interviewing in an interview, "On a scale of 1 to 10, how would you rate yourself as an organized person?" I never hire anyone who says 9 or 10. I want the guy who says, "Oh, I'm about a 12."
一名優(yōu)秀經(jīng)理的標(biāo)志是某個(gè)有條有理的人。我總是會在面試中詢問我面試的每一個(gè)人：“從一到十分，你覺得身為一個(gè)有系統(tǒng)的人，你會給自己打幾分？”我從沒雇用任何說九分或十分的人。我想要說：“喔，我大概是十二分吧”的人。
A manager without follow-through is useless. You've got to be able to give the command, they get it done, and they don't forget about it when something distracts them. A manager always follows through.
一個(gè)無法貫徹實(shí)踐的經(jīng)理是無用的。你要能夠下達(dá)指令、讓他們完成它，而他們不會在某件事使他們分心時(shí)忘記那任務(wù)。一名經(jīng)理永遠(yuǎn)會進(jìn)行到底。
