--- title: You Can’t Hire Enough Stars (And What To Do About It) | The Sales Blog description: You can’t hire enough star performers. What is required to succeed in sales has changed too much. Not only do salespeople need to the old sales acumen skills like prospecting, storytelling, closing, diagnosing, differentiating, and negotiation, they also require newer sales skills like business acumen, change management, and leadership skills. Your clients are going to […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_91546499.jpg --- ### [Now booking SKO meetings for 2026/27! 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What is required to succeed in sales has changed too much. Not only do salespeople need to the old sales acumen skills like prospecting, storytelling, closing, diagnosing, differentiating, and negotiation, they also require newer sales skills like [business acumen](http://thesalesblog.com/blog/2013/06/25/the-urgent-case-for-business-acumen/), change management, and leadership skills. Your clients are going to hold you accountable for results, and these newer skill are necessary to producing them. There are enough salespeople who can create Level Four Value. So what to do? **Build Them** If you can’t hire enough star performers, then you have to [build them](http://thesalesblog.com/blog/2012/09/22/the-quality-of-your-results-is-a-reflection-of-your-hiring/) yourself. You have to ensure that they have the old school skills; they’re still completely necessary. But you also need to give them training, coaching, and development necessary to give them the new skills they need. You also need to give salespeople a series of significant experiences that allow them to learn and develop these skills. You hire for attributes and train for these skills. **Give Them Time** You need to give new salespeople the time to develop those skills. You can’t expect them to have all of the skills they need. And you can’t expect them to develop quickly. The experiences that make salespeople valuable to their clients take time to acquire. You can’t expect too much from new salespeople too soon. You can only expect progress along that path. Just because someone isn’t a star performer when you hire them doesn’t mean that they won’t ever be. But not giving them the time and development opportunities does ensure that they won’t ever be star performers. **Questions** What skills are necessary to succeed in sales now? Why do so few salespeople have all of these skills? How much time does it take to really develop the skills necessary to really create value for your clients? What responsibility do you have for developing these skills in yourself? What responsibility do you have for developing these skills in your salesforce? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on July 26, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:22:26 PM", "datePublished" : "2013-07-26 22:08:02", "description" : "You can’t hire enough star performers. What is required to succeed in sales has changed too much. 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