“Recently I fired a great salesperson,” Stacey Alcorn wrote in the opening sentence of her article for The Huffington Post. It took me by surprise, and I’m willing to bet your reaction was similar to mine. The success or failure of a newspaper ad department often hinges on the sales team. So why on earth would Alcorn fire someone she defines as a great salesperson? That is what she went on to explain in her article, “Firing Your Sales Force – Redefining Greatness.” As she noted, the sales industry has undergone a complete and utter transformation in the past 50 years, if not in just the past decade. It wasn’t so long ago that we would receive a knock on the front door and be greeted by a salesperson trying to sell kitchen utensils, make up or the like. Those days are past us, and now, with the help of smartphones, laptops and tablets, consumers go to the source for their purchases, often circumnavigating the salesperson. Although many salespeople, like the one Alcorn let go, may be great at their jobs based upon previous definitions — like the number of sales they can close — that may not be the case any more. Alcorn implored readers to redefine what it means to be a great salesperson and hire accordingly. She set up three key characteristics to look for when creating a sales team to be reckoned with.