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Be successful if they're genuine. >> if they're used as tricks people don't come back to those who tricked them. they just don't. ♪ >> it can without question be a hard transition for companies that are going from either having no salespeople or just one person to hiring a whole team. you have to consider a whole bunch of things process, culture, finances. our guest says if you get it right you can add a lot more revenue to your company if you get it wrong you have a lot to lose. tom cersei is founder of hunt big sales and he is author of the new book "life after the death of sails." how to ...

Those kinds of things that make your business effective. you want to look and apply those to your sales organization. when you only had one sales rep and you were the sales rep you had a close understanding of how that worked and what was good. you put five salespeople in there and pretty soon it can feel like it's out of control unless you manage that closely. >> tom, i know this is an incredibly hard department for people to build out so we appreciate your advice. having done this a few times yourself. thanks so much. >> thank you. we have all been there before. you find yourself staring a...