Successes—United States Surgical

Sonny Travland—Area Vice President, Western Area

Phoenix, Ariz.

“I came in through DEC myself. It was clear David understood the company and the changes we’ve gone through. The sales organization has really developed into a talent-based sales operation. It’s not just people moving up from the ranks anymore. We vet everyone to the nth degree and even look outside the industry for talent, as in my case. Other recruiters focus on the checklist and are unable to connect the dots. David is more astute. He understood which of my skills were transferable.

“What impressed me was how brutally honest he was in terms of detailing the sacrifices required. He never sugarcoated the job to get me in and collect a fee.

“His approach is linear, realistic, matter of fact—a refreshing change from other recruiters. He tells it straight. ‘They will really test you,’ he said.

“Back in his day, less than half the new hires made it through training. Of course, they weren’t DEC candidates.”

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