Everyone stands on the shoulders of the people around them that have shared their wisdom, guidance, and care as we develop.

I’m no different, and neither is my mentor, Chris Dale, a man who has built and scaled dozens of successful sales teams in the IT staffing world. In this article, I’m going to share the principles and tactics I learned from Chris about

• How to quickly identify the intangibles in a sales hire
• A trick to find out if your sales candidate is motivated or not
• The difference between motivation and inspiration and why you should never motivate people
• How to define and understand your job as a sales manager
• When to part ways with a struggling salesperson
• Perseverance and mindset over matter
• How to get out of a personal slump

Let’s dig right in.