What I’ve learned

Predictable sales model. It’s critical to know what types and levels of activity will lead to the sales results you desire. Build prospecting plans for each salesperson that will lead to achieving those revenue targets.

Add objectivity to hiring. I’ve found that any time emotion enters the hiring process, poor hiring decisions are made. It’s important to have a bench of talented people to draw off of so that you are never in a position where you are forced to hire someone quickly. Also, I believe that a personality profile can be effective to determine a potential fit for a position, especially when benchmarked to the ideal profile for that role.