A common concern in many companies is the number of salespeople that fail to meet established quotas. I believe a main factor for this occurrence is that leaders do not devote enough thought to understanding “who” they need in a salesperson. Sales is a very broad profession with many different types of salespeople earning between $30K to more than $1 million per year in compensation. The salespeople you need for your situation require a special mix of skillsets, personality types, experiences, knowledge, and likeability to succeed. Leaders often fail to realize the complexity of this issue.