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I’m often asked in my years of managing big teams, and multiple million dollar sales teams, what’s the best way to hire and manage these people.

There are two tricks: The first is the letter and the second is teaching the mindset of Earn Your Title everyday.

This is Letter is such a sweet secret, you’ll never forget it. It is so personal yet so easy, it’ll help your Onboarding process like crazy.
Secondly, it’s all about titles. Remember, titles are basically free. So use them to your advantage.

I’ve hired many employees over the years and noticed that many times the first few weeks of onboarding are when an employee is most productive — they are most willing to work extra hours, give the highest effort and strive to make the strongest first impression. The challenge comes when that wears off and the true character is revealed. As a business leader, I’d love if it were possible to keep that same first-three-week employee every single day throughout their tenure.
We can encourage this in every employee, including ourselves by adoptive the mantra of earning your title every single day. In a Harvard Business Review article, Jim Whitehurst suggested the daily behaviors of the leader having a bigger influence on company culture than anything else. If you are a manager or leader, you are the one who earns that role every day by working the hardest, most, and kindest to customers every single day.
Leadership and title is demonstrated by your behavior not your ranking or title.

I learned a set of principles years ago called the three Hs:

Create an environment where you and your team always embody the three Hs:

1. Humble: Learning experiences come from everywhere. As Bradley Staats explains, some of the best opportunities to learn from others come not just during formal teaching, but from seeking out different opinions from yours.

2. Hungry: Physically write down your goals and targets every day and share them with those around you. This creates the ache, the hunger to drive you.

3. Hunting: Hunters take a lot of shots and that stay at it every day; hunters understand they do not eat unless they win the day. Have a hunter’s mentality every day.

Earn your title and make a difference.

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Don Markland is the CEO and owner of Accountability Now™, an Executive Coaching and Business Strategy company out of Jacksonville, Florida. As a Forbes.com contributor for Entrepreneurship, Leadership, and Sales, he has over 20 years of experience in the world of sales, marketing, leadership and business growth.

Currently, he is leading the sales efforts for one of the most successful digital marketing agencies in the US, 411Locals. In addition to building businesses with clients, he was the Chief Revenue Officer for MoneySolver™, a private equity financial services company, where he lead the nationally recognized company of over 350 employees. As CRO, Don has spearheaded the radical growth of MoneySolver™ where they have become the nationally recognized and largest Tax Resolution digital marketing financial services company in the U.S.

Prior to MoneySolver™, Don spent time as a Global Customer Care Executive for working with Amazon in Jamaica and Guatemala. He has also managed $100M Care Centers for State Farm Insurance, All State, and Geico.

Don spent time in the startup world as an Owner and Chief Operating Officer for Launch Leads, a marketing startup in Salt Lake City, Utah where he helped them achieve record performance in both client and revenue growth and was named to Utah Business Magazine’s Top 40 under 40 for leading businesses executives in the entire state. Prior to Launch Leads, Don spent the previous 12 years with Focus Services, helping them grow from $7M to over $45M, and into four different countries, in under five years.

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