Are Great Salespeople Born or Made? Most sales leaders do not ask whether great salespeople are born or made because they are curious. They ask because they have been burned. They hired the candidate who looked fantastic in the interview. Polished. Confident. Likable. Maybe even experienced. Everyone left the room thinking, “This is the one!” Then the real job started. Prospecting slowed down. Rejection became a problem. Follow-up got inconsistent. The manager coached, encouraged, trained, and pushed. And after months of effort, the uncomfortable truth became clear: this “stellar candidate” may have had sales knowledge, but they did not have