Hire Right, Higher Profits

Download or Read eBook Hire Right, Higher Profits PDF written by Lee B. Salz and published by CreateSpace. This book was released on 2014-01 with total page 154 pages. Available in PDF, EPUB and Kindle.
Hire Right, Higher Profits
Author :
Publisher : CreateSpace
Total Pages : 154
Release :
ISBN-10 : 1493762621
ISBN-13 : 9781493762620
Rating : 4/5 (21 Downloads)

Book Synopsis Hire Right, Higher Profits by : Lee B. Salz

Book excerpt: "Unless your product sells itself, your sales force determines your ultimate success. Lee Salz is spot on in his assessment of the importance of viewing salespeople as a major investment in your business." - Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive "The most insightful and most complete book on hiring the RIGHT salesperson I have ever seen (or read). If you need great salespeople, this book is not an option, it's an imperative!" - Jeffrey Gitomer, author of 21.5 Unbreakable Laws of Selling "The challenge in building a strong sales organization has always been in identifying and retaining the right talent. Hire Right, Higher Profits looks past the hype. It recognizes that success is about process, and involves more sweat than inspiration. This book offers a detailed and sound process that will deliver consistent results." – Howard Stevens, Chairman, Chally Group Worldwide ***** 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.


Hire Right, Higher Profits Related Books

Hire Right, Higher Profits
Language: en
Pages: 154
Authors: Lee B. Salz
Categories: Business & Economics
Type: BOOK - Published: 2014-01 - Publisher: CreateSpace

DOWNLOAD EBOOK

"Unless your product sells itself, your sales force determines your ultimate success. Lee Salz is spot on in his assessment of the importance of viewing salespe
Hire Right, Fire Right
Language: en
Pages: 309
Authors: Roxi Bahar Hewertson
Categories: Business & Economics
Type: BOOK - Published: 2020-10-10 - Publisher: Rowman & Littlefield

DOWNLOAD EBOOK

For the first time, and in one place, Roxi Bahar Hewertson provides decision makers at any supervisory level, exactly what they need to get it right every time
Hiring Right
Language: en
Pages: 228
Authors: Pat Kelley (SPHR.)
Categories: Business & Economics
Type: BOOK - Published: 2004 - Publisher: Hpg Press

DOWNLOAD EBOOK

"A business how-to book featuring step-by-step instructions for each phase of the hiring process, includes detailed blueprints for filling sales, entry level la
Hire Smart from the Start
Language: en
Pages: 258
Authors: Dave Carvajal
Categories: Business & Economics
Type: BOOK - Published: 2018-01-17 - Publisher: AMACOM

DOWNLOAD EBOOK

This book distills lessons gained from the author’s 20 years of experience, building out and staffing two enormously successful Internet startups and helping
High-Profit Prospecting
Language: en
Pages: 227
Authors: Mark Hunter, CSP
Categories: Business & Economics
Type: BOOK - Published: 2016-09-16 - Publisher: AMACOM

DOWNLOAD EBOOK

Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key