Most sales teams fail before the first hire. Not because of talent. Because the role was never clearly defined. Before you recruit, you need to decide what kind of sales role you’re actually building. In most growing companies, the structure ends up being one of three models: setters, closers, or full-cycle reps handling the entire A–Z process. The mistake I see constantly is hiring first… and defining success later. I worked with a business owner who hired three reps in six months. None worked out. The problem wasn’t the people. They had never defined what success actually looked like — activities, expectations, and income potential. Once we mapped that out, recruiting got easier, onboarding got clearer, and management became simple reinforcement instead of constant correction. Here’s something you can do today: Write down the 3–5 measurable things that define success for the role you’re hiring. If it’s not clear on paper, it won’t be clear to the person you hire. We break...