Your salespeople are your representatives in the marketplace.
It's a smart idea to develop some rules for choosing people who
will represent you well  Suppose everyone looks for shortcuts in
business. It's only natural, especially when you're starting
out. You constantly search for easier ways to make your company
grow faster, and sometimes you find them. Unfortunately, they
almost always come back to haunt you.  That's a thought worth
bearing in mind when you're hiring salespeople. I figure I've
hired more than 300 salespeople in the past 30 years--and made
just about every mistake in the book. What I've learned is that,
for me at least, there are no shortcuts. It takes time to find
the right people, time to train them, time to get them
acclimated to our culture.  Sure, I used to think I could
accelerate the process. All I had to do was hire hotshots who
could start producing as soon as they walked through the door.
But every time I tried it, I lived to regret it. The best
candidates were seldom the ones who