Most companies do not hire bad salespeople because they are careless. They hire bad salespeople because their hiring process rewards the wrong evidence. A résumé looks strong. The candidate sounds confident on the phone. The interview feels comfortable. The hiring manager likes them. The company needs the seat filled. Then three months later, nothing is happening. The pipeline is thin. Activity is inconsistent. Forecasts keep slipping. The manager is spending too much time coaching effort instead of skill. Eventually, the company admits what was becoming obvious: this person is not going to produce. That mistake can easily cost $50,000, $100,000,