Thanks to my buddy, Eric, I was able to have dinner with a Jack Daly and watch his presentation on Friday. He reminded me of a few things:

The Peter Principle in action: If you take your best sales guy and make him a manager, he will fail. Sales folks are instant gratification types; sales managers are not, because there is little satisfaction in coaching, teaching, managing. Also, you will have lost the revenue stream he is delivering.

Does everyone in your company buy into the Vision of the company?

Sales people need to have a passion for what they sell, excited to go out and sell it, or they will fail. Sales is the transfer of this emotion:  “I have a great service that will most definitely make your business better. I won’t stop until you buy it or believe you are too dumb to get it.”

Minimum standards of performance have to be negotiated with each salesperson.

Sales is 100% mental!

Recruit for skills but hire on attitude. (Hire slow, fire fast)