You would not believe how many sales folks I have hired in the early part of my career for hospice and home care positions that were BOOMS!!! I mean BIG BOOMS!! In 2001, for one hospice I was helping execute a growth strategy, we hired 4 sales people who within 4 months left the organization as they just weren’t a fit. But you learn from your mistakes and make adjustments. Lessons learned were past sales experiences and performance is key. Just because someone tells you they have tons of “relationships” in the community doesn’t mean they will be good sales people and drive business.