How to Hire, Develop, and Fire Salespeople

A key part of a sales leader’s role is to hire, develop, and retain salespeople. Over the course of my career I have hired more than 150 sellers. I have always subscribed to the Marcus Buckingham school of hiring. In his book, First, Break All the Rules, he says leaders should always hire employees for their talents, not for their skills or knowledge. Buckingham defines a talent as a recurring feeling, thought, or behavior that can be used in an effective way. And it cannot be taught.