Hiring managers throw the term "good people" around quite often when describing who/what they're looking for to fill vacant or new positions. The problem with this terminology is the exact reason why most hiring managers fail at a very high rate when it comes to hiring. That reason is precisely this, mostly all upper level managers that are tasked with making hiring decisions, interpret the term "good people" to mean the most talented applicant for the job, and they hire the most talented person for the position, easy enough right? WRONG!
The automotive sales industry is far different from almost any other industry that I can think of, but at the end of the day, sales is sales. Creating a sales TEAM is a work of art. PERIOD. That's why hiring the most talented applicant doesn't work in auto sales. Dealership sales is a team sport, chemistry and a will for every player to work together and want to win and succeed together is a vital part of creating a successful dealership sales team. In my mind, that chemistry and gelling together is above all else and should always be considered the most important factor when adding a new teammate (employee) to the sales team.
When you hire the most talented player for the position, many times you will get a talented salesperson, but along with that you get many unwanted consequences. We see examples of this in American professional sports all the time: the star player shows up late to practice, gets involved in a domestic issue, assault, DWI, etc. Now, I'm not telling you that hiring the most talented applicant will result in these things, but the impact on your dealership could be just as drastic. I learned very early in my career that adding a low character/high skill level person to your sales team can set a good team with momentum back 3-6months very easily. As with any sales team, if a cancer comes on board, they will spread negativity and bad judgement very quickly! Don't let your positive momentum be spurned by a questionable hiring, anytime I have even a small doubt, I always hire the high character guy that shows up on time and does what he's asked every single time. I'll leave you with a final thought, if the upper level management in a dealership can't train a salesperson of any skill level to follow a set process and succeed then the problem is way bigger than hiring philosophies, you may need a management change.