Hiring for Sales: The Essential Guide to Navigating the Sales Talent Acquisition Process

by Christopher Goff

Do you like firing people? Do you enjoy dealing with the high costs of hiring, onboarding, and ramping up, even though retaining employees is far more cost-efficient? If you said no, congratulations, you're in good company and just like the majority of organizational leaders.

We all want to hire the right people the first time and have them stay with our organization for many productive years. When it comes to sales organizations, this is a dream that seems almost impossible to catch, as sales turnover is nearly 3x higher than in other areas.

What you're about to read is a book on hiring - specifically for sales talent. It's based not only on my 18 years in the compensation and sales operations space but also on the experience of several of my colleagues who've been where you are, and they have the horror stories to prove it. In this book, you'll find tips and wisdom

Determining whether it's time to hire or notCollecting and refining job content for sales rolesGetting buy-in from your leaders when you are ready to hireUndertaking a competitive assessment of your compensation planAttracting prospective hiresScreening and interviewingMaking offers and declining a candidate - while keeping them in your talent poolAnd, of course, much more. As always, thank you for reading, and I hope you get a lot out of this. You can find more information about me and my books at www.salescompguy.com.

232 pages, Paperback

Published December 5, 2024

Reviews

[Maps R · Rating 5 out of 5]

Finding the right people for your business is not always easy. As part of an HR team, we are always finding new ways to make our process more effective and better. This book provides us with so many ideas to achieve that goal. We know that hiring is a process that you will become good at with time, and that is what this book offers you. It is a book that provides you with experiences, the ones that the author has gained over the years. What I liked the most is the key insight that Goff provides about the candidate's journey. It is a two-way process. As a company, we need to attract the right candidates and know how to assess them, but if the candidates that we attract are not right for that position, how are we going to make the most out of those profiles to keep track of them and call them back if needed for another position and not restart the process if there are good candidates? Hiring for sales is a process that you have to master. Get great insights from this book to make the most out of it.

[AMR CAMI · Rating 5 out of 5]

This book really helped me out for my future. As an amateur into the world of finances and business, I have struggled a lot when trying to organize my incomes, and financial strategies. With this wonderful book that elevated my expectations I got to complete the requirements that I wanted and more. One thing that I wanted to highlight was its way of including practical insights and actionable advice for the future of my business. Also, the way that the author developed the book was flawless. It made me really understand the book thanks to its point of view when being a professional on this topic, and knowing the most relevant points to know at the time of improving your financial strategies.

[CarlitasFox · Rating 4 out of 5]

A practical and useful read
As the title indicates, “Hiring for Sales” is a book that enlightens leaders about the art of hiring people. Christopher Goff has penned a concise and practical guide to use it when it’s necessary.
Sometimes hiring someone new is difficult since you must take a variety of factors into account, such as the person’s experiences, aspirations, future plan or precisely the company’s needs. Along the chapters Christopher delves into different topics to help leaders to reach a decision when the moment comes to hire a new person.
In a nutshell, it’s a well-written, informative and interesting read with a bunch of stories and experiences that help readers understand the nitty-gritty of the topic. I highly recommend it.

[Yolanda Gomez · Rating 4 out of 5]

Recruitment has always been a problem in my company, because it is quite difficult to find the right people and above all to retain the talents that have grown with you. This is the reason why I came to this reading that I appreciate very much, I found a guide on how to better manage the hiring process from the hand of a fully trained and experienced person on the subject. It is a complete book, with information and very important tips for you to start having more effective hiring processes and above all to work on the issue of retaining your talents. I loved each of the tips and the wisdom that comes out in each chapter.

[Aneley Sánchez · Rating 5 out of 5]

Very useful!

This is a book written by an entrepreneur aimed at other entrepreneurs. The hiring process, having effective employees and keeping them over time is not an easy task, but this book tries to offer different tools to help business people in that process.
Although it focuses on hiring sales personnel, I think it applies to many other cases. Christopher Goff is clear and communicate his ideas simply. I think it can be very useful because it is easy to understand and apply. I liked it because it is based on the author's own experiences and those of his colleagues. I really recommend it for anyone looking for help with the hiring task.

[S Tyty · Rating 5 out of 5]

Goff’s narrative educates us on recruitment; a topic which is sometimes difficult to handle by some companies when they don’t know what to focus on.
The book is a sort of guide on the theme, which helps recruiters do better during the process of recruiting talented and appropriate people for their companies.
All the information here present seems to have been well-researched, all the tips included are way too useful and updated and the authorized words by plenty of talented people who participate in the narrative are the main ingredients of a proper book.
I recommended it to anyone who has to recruit out there, or is interested in delving in the matter. Loved it!