To hire the right kind of person you have to know the type of personality traits you need in each job and then how to discover if the person you’re considering has those traits. Too many people just hire someone they “feel good” about, rather than doing the hard work of defining the kinds of characteristics the job requires.

Then when someone is hired, they have to be managed well. That means supported to do their job right. Everything from training, to the compensation package to how they are monitored to giving them the right work environment, equipment and support is part of making them successful.

Sales people are often considered a different breed and in some cases that’s true. That just means you have to hire and manage them differently – not that it’s a lost cause. Some companies find it’s better for the company to compensate sales people as a team rather than individual sales. Usually the “superstars” won’t work for a company like that but many find it’s a worth while trade off.

Maybe this article by Norm Brodsky will help. http://www.inc.com/magazine/20030501/25416.html