I learned to look at the specific individual and look for the most important traits and then ignore everything else, 我学会着眼于特定的人，并找出最重要的特质，然后忽略其他一切，

especially the resume—it sends you in the wrong direction. 特别是履历－－它只会引导你往错的方向去。

I learned through trial and error: What makes a great manager? What makes a great salesperson? 我在反覆试验中学习：是什么塑造出一名优秀的经理？是什么打造出一名杰出的销售人员？

And that's who I always hire. 那些就是我一直以来雇用的人。

If you're going to hire a lot of salespeople for your organization, 如果你要为你的组织雇用许多销售人员，

I found that I look for the same three things in every single person I hired. 我发现我在每一个我雇用的人身上会寻找三件同样的事。

I wanted someone who was insecure with something to prove. 我想要某个没有安全感、想要证明某些能力的人。

If somebody walks in there cocky, they never become your great salespeople. 如果某人自信满满地走进来，他们绝不可能成为你的杰出销售人员。

My top 10 salespeople, making millions of dollars a year, every year came to my office in December swearing they would never have another good year. 我手下前十大销售人员，每年赚入数百万美元，每年都在十二月时进到我的办公室信誓旦旦说着他们绝不会再有舒适的一年。

Why? It was ridiculous. But they were insecure enough to think it could never happen again. 为什么？那很荒谬。但他们没有安全感到认为那绝对不会再次发生。

You want an insecure person if you're hiring a salesperson with something to prove. 如果你要雇用一个想要证明某些能力的销售人员，你会想要一位没有安全感的人。

You also want someone who has a positive attitude in every way. 你同样也想要某个在任何方面都带着正面态度的人。

Because you know what happens? 因为你知道发生什么事吗？

A positive person when they get hit—and sales is all about getting hit and knocked down—they spend very little time feeling sorry for themselves. 一个正面的人，当他们受到冲击时－－而销售全都关乎于受到冲击和被击垮－－他们花上非常少的时间为他们自己感到难过。

They get right back up. They're back at it. 他们马上振作。他们回到工作上。

You almost need a low IQ like "hit me again, hit me again, hit me again." 你几乎需要有着像是“再来啊、再来啊、再来啊”的低智商。

That's a great salesperson. And then you need the work ethic to go with it. 那是一位杰出的销售人员。然后你需要职业道德与其搭配。

Nobody is great in sales unless they work like crazy. 除非他们像发疯似地工作，否则没人能在销售方面脱颖而出。

So those are the three traits I look for in every great salesperson. 所以那些是我在每个杰出销售人员身上找寻的三个特质。

What I look for in a manager is someone who's gonna be loyal. 我在经理身上找寻的是某个将会忠心耿耿的人。

I mean, the heck, if I'm gonna build a giant house which is my business on a shaky foundation, how far am I gonna get? 我的意思是，拜托，如果我要将一栋大房子，也就是我的事业，建筑在一个摇摇欲坠的地基上，我可以发展到多长远啊？

I need a structure with a footing as loyal as it can be that's gonna stand there through the thick and thin. 我需要一个有着尽可能忠诚的基础所建的构造，那将在任何情况下都坚持在那儿。

I also need someone who believes that we're gonna succeed. 我同样也需要某个相信我们会成功的人。

I need someone with a positive attitude—always a positive attitude, 我需要某个有正面态度的人－－永远要有正面态度，

because you know what I find? 因为你知道我发现什么吗？

I find a manager with a positive attitude is always gonna find a way to get to where you want them to go. 我发现有正面态度的经理永远会找到方法抵达你想要他们去的地方。

A mark of a good manager is someone who's organized. 一名优秀经理的标志是某个有条有理的人。

I always ask everyone I'm interviewing in an interview, 我总是会在面试中询问我面试的每一个人：

"On a scale of 1 to 10, how would you rate yourself as an organized person?" “从一到十分，你觉得身为一个有系统的人，你会给自己打几分？”

I never hire anyone who says 9 or 10. I want the guy who says, "Oh, I'm about a 12." 我从没雇用任何说九分或十分的人。我想要说：“喔，我大概是十二分吧”的人。

A manager without follow-through is useless. 一个无法贯彻实践的经理是无用的。

You've got to be able to give the command, they get it done, and they don't forget about it when something distracts them. 你要能够下达指令、让他们完成它，而他们不会在某件事使他们分心时忘记那任务。

A manager always follows through. 一名经理永远会进行到底。