Do you expect to win every sale?
Your sales team is a DIRECT REFLECTION of your mindset - the way you think.
Do you play to win or not to lose? You either expect to win every sale or you don't and there are no shades of grey.
If you don't expect to win every sale then neither will your sales team.
If you don't expect to win every sale then you will hire the kind of salespeople who find it perfectly acceptable to lose.
If you don't expect to win every sale and you have a few sales superstars who do, they will leave for a sales team that expects to win.
After being in sales for over 30 years and in sales management for pushing 20, I have experienced a wide variety of management mindsets when it comes to sales hiring. I can engage a CEO and / or sales VP and pretty much immediately identify their mindset about winning and losing.
Nothing influences the quality of a sales team more than management's desire to win.