What do you think?
Rate this book
Hire Right, Higher Profits
Hired and fired... It’s the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration.
Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee Salz begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement "there are no great salespeople" and offers proof of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks.
But Salz doesn’t stop there! He challenges executives to shift their perspective from hiring salespeople to investing in revenue. Each salesperson represents a revenue investment made by the company with the core objective of receiving a fast, high return on it – no different than when companies invest in sales strategies, tactics, and ideas to grow revenue.
Hire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. The book is a step-by-step, practical guide teaching you how to implement the revenue investment concept – impacting both the top and bottom lines. It’s a fun, educational read and is chock-full of stories as you learn how to:
* Shift your executive team’s perspective from hiring salespeople to investing in revenue
* Identify the factors that affect revenue investment performance – the causes of a salesperson's success or failure in the role
* Assemble a Revenue Investment Evaluation Program to contrast candidates with the performance factors
* Scrutinize a Revenue Investment Prospectus – a salesperson’s resume – to get to the truth
* Evaluate candidates so you select the right salespeople for revenue investments
* Protect the revenue investment through structured sales onboarding
* Design sales onboarding curriculum to get a fast, high return on the new revenue investments
* Assess revenue investment performance both during and post-onboarding
The methodology presented in Hire Right, Higher Profits can be implemented in any company, in any industry, of any size. The book is not based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years with both his sales teams and for clients. Whether you are a seasoned executive or new sales manager, this book has everything you need to build a world-class sales force.
Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee Salz begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement "there are no great salespeople" and offers proof of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks.
But Salz doesn’t stop there! He challenges executives to shift their perspective from hiring salespeople to investing in revenue. Each salesperson represents a revenue investment made by the company with the core objective of receiving a fast, high return on it – no different than when companies invest in sales strategies, tactics, and ideas to grow revenue.
Hire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. The book is a step-by-step, practical guide teaching you how to implement the revenue investment concept – impacting both the top and bottom lines. It’s a fun, educational read and is chock-full of stories as you learn how to:
* Shift your executive team’s perspective from hiring salespeople to investing in revenue
* Identify the factors that affect revenue investment performance – the causes of a salesperson's success or failure in the role
* Assemble a Revenue Investment Evaluation Program to contrast candidates with the performance factors
* Scrutinize a Revenue Investment Prospectus – a salesperson’s resume – to get to the truth
* Evaluate candidates so you select the right salespeople for revenue investments
* Protect the revenue investment through structured sales onboarding
* Design sales onboarding curriculum to get a fast, high return on the new revenue investments
* Assess revenue investment performance both during and post-onboarding
The methodology presented in Hire Right, Higher Profits can be implemented in any company, in any industry, of any size. The book is not based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years with both his sales teams and for clients. Whether you are a seasoned executive or new sales manager, this book has everything you need to build a world-class sales force.
154 pages, Paperback
First published January 14, 2014
2 people are currently reading
18 people want to read
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 2 of 2 reviews
March 8, 2014
A Must Read for Both Sales Managers and Salespeople
This book is fabulous.
Full of easy to read, easy to implement tips and advice.
Initially this might just look like the perfect book for sales managers who wish to ensure that they hire the best possible team – and it is – but on second reading, I realised this is also a must read for salespeople who are putting themselves forward for a new job.
My philosophy on selling is; “to help people make great buying decisions” – which is just as relevant in an interview situation as it is with a customer.
If you’re chasing a job in sales you should know - to the letter - what your prospects (your future employers) are after – and this book will prepare you perfectly.
If you are a sales manager – new or old – you should read this before making your next hire.
I’ve been in charge of populating sales teams for more than 20 years now – I really wish I’d had this book right at the start of my career, but extremely grateful I’ve got it now.
Chris Murray - Author of The Extremely Successful Salesman's Club
This book is fabulous.
Full of easy to read, easy to implement tips and advice.
Initially this might just look like the perfect book for sales managers who wish to ensure that they hire the best possible team – and it is – but on second reading, I realised this is also a must read for salespeople who are putting themselves forward for a new job.
My philosophy on selling is; “to help people make great buying decisions” – which is just as relevant in an interview situation as it is with a customer.
If you’re chasing a job in sales you should know - to the letter - what your prospects (your future employers) are after – and this book will prepare you perfectly.
If you are a sales manager – new or old – you should read this before making your next hire.
I’ve been in charge of populating sales teams for more than 20 years now – I really wish I’d had this book right at the start of my career, but extremely grateful I’ve got it now.
Chris Murray - Author of The Extremely Successful Salesman's Club
August 31, 2014
A Must Read for Sales Leaders and Hiring Managers
Great book. As someone who has spent a whole career building and managing sales teams and helping to recruit high performance sales people, I can attest to the importance of the structured hiring and new sales hire on-boarding approaches that Salz advocates. The book contains step by step guidance on how to define critical requirements for sales people, how to attract and assess the traits of sales people who can actually sell, and how to on-board new sales hires so that they produce the desired results. My sales recruiting company has employed many of the tactics in the book for years and it enables us to achieve a near perfect record in terms of finding sales people who meet or exceed targets for our customers. Employers that hire sales people without following at least some of these rules compromise the success of the sales people that are hired and risk the investment made in recruiting and hiring sales people. I consider this a must read for all sales leaders and hiring managers.
Great book. As someone who has spent a whole career building and managing sales teams and helping to recruit high performance sales people, I can attest to the importance of the structured hiring and new sales hire on-boarding approaches that Salz advocates. The book contains step by step guidance on how to define critical requirements for sales people, how to attract and assess the traits of sales people who can actually sell, and how to on-board new sales hires so that they produce the desired results. My sales recruiting company has employed many of the tactics in the book for years and it enables us to achieve a near perfect record in terms of finding sales people who meet or exceed targets for our customers. Employers that hire sales people without following at least some of these rules compromise the success of the sales people that are hired and risk the investment made in recruiting and hiring sales people. I consider this a must read for all sales leaders and hiring managers.
Displaying 1 - 2 of 2 reviews