began when I decided to contract an Affiliate Manager and aContent Czar. I posted descriptions for each (these examplesareinstructive;searchperrymarshall.comfor“affiliatemanager”and“contentczar,”andyoucanseetheannouncements on my blog).I told my customer service manager, Jeremy, to do all thefrontline screening. So he wouldn’t get deluged with junk, weadded a disqualifier: a $25 application fee.Abunchofpeoplecomplainedloudlyand...immediatelydisqualified themselves.Igot12Affiliateapplicationsand19ContentCzarapplications. Almost all of them were at least respectable.The$25 fee weeded out everyone who didn’t think they could win.Ieliminated all but five Affiliate apps and nine CZ apps and thengave them an assignment. To the Affiliate applicants, I createda sales audition. I told them, “You’ve got a week. Put togethersome deals, and show me what you can do.” Two producedresults, three did not. One produced far more than the othersand that was Jack Born.I told the nine CZ applicants to take the MP3s, transcripts,handouts ,and supplemental material for one of my trainingprograms plus detailed results of a customer survey and createa mini-product that I can sell for 20 to 40 bucks. They had topackage the product and write the sales promotion, and I’d paythem a commission on any sales.I got four products I deemed worthy. Joshua won and becamethe new Content Czar. There was no way anybody could faketheir way through this exercise.Jack was both a salesman and a talented programmer—a rareblendoftalents.Joshua,acopywriter,aspeaker,andasalesman with ambition to burn. Both high-integrity, A-playerguys.It takes a team, and there’s nothing like having a great one.Yourmission,shouldyouchoosetoacceptit:Stopdoinginterviews; get to the truth quickly with auditions; judge peopleby what they do and not what they say; and build yourself a
world-class team.PARETO SUMMARY▷ Since 80/20 applies to salespeople, you want to sortthrough them as fast as possible.▷ Bring them on board on a trial basis before hiring them.▷ Hiring should be an audition, not an interview.▷ You can get all kinds of great help from online reverse-auction services like Elance, but you must rack theshotgun to screen out the bad ones.
CHAPTER 18How to Get More $1,000 Hour Work Done with aPersonal AssistantThe easiest way to get a fast productivity boost is to hiresomeone whose job is to do “anything I don’t want to do.”Initially that might even be the job description. Your PersonalAssistant (PA) should read this book and understand that his orher job is whatever 80 percent of your work that you don’twant to do.As jobs go, this is not a particularly bad job. Some days it’sdownrightadventurous.WhenIwasincollegeworkingonassembly lines, I would have relished being some executive orentrepreneur’s errand boy. And I’d have learned a great deal inthe process. Would’ve been way better than flipping burgers orstocking shelves in a warehouse.
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- Spring '16
- jane willliam
- Pareto distribution, power law, Pareto principle, Vilfredo Pareto, Perry Marshall