A great interview doesn’t always produce a great hire. A sales candidate can bring energy, confidence and an impressive track record, yet still struggle to land the cleaning contracts a company needs.

For building service contractors (BSCs), finding the right salesperson starts with understanding customers and how they buy. Jeff Carmon, manager of member services for Elite BSC, has spent years helping contractors build business development processes that hold up over the long haul. His view on sales hiring is direct: Define the job before going out to find someone to fill it.

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