In my last blog I spoke about Character and how you should, in certain situations, look for character before skill when hiring. But, what is a good example of Character? The old rule of 80/20 for sales people… spend 80% of you time with your top 20% producers. We all strive to spend time wisely, but how do you treat someone who can do nothing for you? If you said, treat them the same as you would your big producer… that is Character!