. >> sales, some are natural born seaspeople. for others it's really hard.ave to work hard to hire this team and hire the right people so let's talk about what you need to have in place before you start building up this team. process. >> well, if you move from a salesperson and entrepreneur sometimes is the salesperson, right? you got to build a process. first thing you have to build a process because when you're small and had a salesperson or just the entrepreneurs selling they were the process. there weren't any other steps. now building a sales force. you want to track what's working and learn from it. >> you want to track it in a way that if you think this is going to grow in a way that will grow so if you want to start tracking in xcel. that's fine. you might need to get salesforce.com and think of that early on. >> exactly right. get the data right because you want to make certain how do you get better at the game of selling? second thing is -- go ahead. i'm sorry. >> i wanted to move on to talk about how you hire. >> well you know you need to make cer