Building a sales team is one of the highest-leverage activities a business owner can do and one of the most expensive if done wrong. A bad hire can cost hundreds of thousands in lost opportunity, wasted salary, and pipeline damage. A great hire can transform your business.

Whether you're hiring your first salesperson or scaling to your twentieth, the principles remain the same: know whether the system is ready, hire for the right role, build repeatable processes, design compensation that motivates without creating perverse incentives, and create a culture where good people want to stay.

In this topic, you'll learn how to identify whether you need a rep, a manager, or a better process first; how to hire salespeople with the traits that predict success; how to build sales playbooks that make onboarding faster; and how to scale your organization without losing what made it successful.