Hire Slow. Fire Fast.

The two most important rules for building a high-performing sales team: hire slow, fire fast. Most don’t understand what it means — and won’t follow the simple rules.

Hire slow. What does that mean? Whatever you’re doing now, slow it down. This may be the most important decision you’ll make all year: hiring the person you absolutely want to be a star. You’re willing to commit star wages, give star support, accept star behavior — so do it right. Don’t wish for a star. Hire one.

Extend the time to do what’s necessary to make a quality hire. Insert more steps. Have more touches with more people. Instead of three interviews on one day in one place, change it up: different days, different times, different environments, under differing conditions, with different people.

We’re not making it convenient for everyone. We’re testing to determine what we can find — so we can make a quality decision about who will identify, sell, and close the opportunities this company demands for growth. Why would you rush that for any reason?