I’ve learned to look at specific individual, and look for the most important traits, and then ignore everything else.

我已經學會看出特別的人才，還有最重要的特質，至於其他事情，就擺在一邊就好。

Especially the resume, it sends you in the wrong direction.

尤其是履歷，它會帶你走向錯誤方向。

I learned through trial and error what makes a great manager,

透過努力和錯誤，我學到怎麼培養一個優秀的經理，

what makes a great salesperson,

怎麼培養一個優秀的銷售員，

And that’s who I always hire.

而這就是我僱用的人。

If you’re going to hire a lot of salespeople for your organization,

如果你要雇用很多銷售員到你的團體，

I found that I look for the same three things in every single person I hired.

不同特質的人中，我都會找出三個同樣的特質，

I wanted someone who was insecure with something to prove.

我想找個不牢靠的人來證明。

If somebody walks in there cocky, they never become your great salespeople.

如果有人趾高氣昂，他們絕不可能成為你優秀的銷售員。

My top ten salespeople making millions of dollars a year,

我最優秀的前十位銷售員一年賺數百萬元，

every year came to my office in December

每年十二月都來我辦公室

swearing they would never have another good year.

跟我發誓他們再也不會有更好的一年了。

Why?

為什麼？

It was ridiculous.

這非常荒謬。

But they were insecure enough to think that it would never happen again.

他們惶恐地去想好年不會再來了。

You want an insecure person if you’re hiring a salesperson with something to prove.

如果你想要雇用一位銷售員來證明，你就要一位不牢靠的員工。

You also want someone who has a positive attitude in every way because you know what happens?

同時，你也要雇用一位態度正面的人，你知道為什麼嗎？

A positive person when they get hit,

當樂觀的人遇到打擊時，

and sales is all about getting hit and knocked down,

銷售員會常常遇到打擊或甚至被擊倒，

they spend very little time feeling sorry for themselves.

他們花較少時間來憐憫自己。

They get right back up.

他們馬上就會恢復，

They’re back up.

他們是後盾。

You almost need a low IQ like hit me again,

你還需要一位低智商的人，像是再打我一次吧，

hit me again, hit me again.

再打我一次吧，再打我一次吧！

That’s a great salesperson.

那是一位優秀的銷售員。

And then you need the work ethic to go with it.

然後你需要工作倫理來管理員工。

Nobody is great in sales unless they work like crazy.

除非你的員工都瘋狂地工作，不然沒有人天生就善於銷售。

So those are the three traits I look for in every great salesperson.

所以這三點就是我在每位銷售員身上所找到的共同特質。

What I look for in a manager is someone who’s gonna be loyal.

而經理，我找的是一位忠誠的人。

I mean heck, if I’m gonna build a giant house

真是見鬼了，如果我要建一棟大房子，

which is my business on a shaky foundation,

建在不穩固的地基上，

How far am I gonna get?

我能持續多久呢？

I need a structure with a footing as loyal as can be

我需要一個盡可能忠誠的地基來維持結構，

That’s gonna stand there through the thick and thin.

不畏艱辛地維持在那裡。

I also need someone who believes that we’re gonna succeed.

我也需要一個人深信我們會成功。

I need someone with a positive attitude.

我需要一個人有正面的態度。

Always a positive attitude.

總是有著正面的態度。

Because you know what I find?

因為你知道我找到什麼嗎？

I find a manager with a positive attitude;

我找到一位有正面態度的經理，

is always gonna find a way to get to where you want them to go.

他總是會找到方法，並達成你想要的目標。

A mark of a good manager is someone who’s organized.

一個好經理的特質就是有組織概念。

I always ask everyone I’m interviewing in an interview,

在面試時，我總是會問每位應試者

on a scale of one to ten

一分到十分，

how would you rate yourself as an organized person?

你會給「自己是個有組織的人」幾分？

I never hire anyone who says nine or ten.

我從沒雇用一個人說他給自己9或10分。

I want the guy who says:

我想要那個人說：

“Oh, I’m about a 12.”

「喔，我給自己12分呢！」

A manager without follow through is useless.

一位經理如果沒有以下特質，那就毫無用處。

You got to be able to give the command,

你必須會下指令，

they get it done and they don’t forget about it when something distracts them.

他們完成後，有其他事情要煩心時，仍然不能忘記。

A manager always follows through.

一位經理總是都要遵守。