tom cersei is founder of hunt big sales and he is author of the new book "life after the death of sails to thrive in the new era of selling. he has tips to help us avoid any pitfalls. great to see you. >> great to see you. >> sales, some are natural born seaspeople. for others it's really hard. you have 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 y