SYS-CON MEDIA Authors: Elizabeth White, Pat Romanski, Carmen Gonzalez, Liz McMillan, Kevin Jackson

News Feed Item

Hiring and Onboarding Salespeople - New Book Teaches How to Do It Right

"Hire Right, Higher Profits" by sales management strategist Lee Salz shows executives how to drive top and bottom line results

MINNEAPOLIS, Feb. 4, 2014 /PRNewswire/ -- Hired and fired. It's the revolving door on sales teams. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has executives pulling out their hair in frustration.

(Logo: http://photos.prnewswire.com/prnh/20140204/PH58044 )

Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what a new book by Lee B. Salz, "Hire Right, Higher Profits," is all about. 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! He cautions those who think the best sales hires come from their competitors.

"Executives spend countless hours developing sales and marketing strategies to acquire clients. Yet, few invest the time to create strong sales hiring and onboarding practices – to prepare the salespeople who are supposed to execute those sales and marketing strategies. This book teaches executives how to hire right to generate higher profits," said Salz, creator of The Revenue Accelerator sales onboarding technology system.

"Hire Right, Higher Profits" is a step-by-step, practical guide that can be implemented in any company, in any industry, of any size. It's a fun, educational read, chock-full of stories. Whether you are a seasoned executive or new sales manager, this book gives you everything you need to build a world-class sales force.

There are five common mistakes that this sales hiring and onboarding book helps executives avoid:

  • Searching for great salespeople rather than the right ones with the potential to be great
  • Blindly recruiting salespeople from competitors and assuming instant success
  • Being tricked by sales resumes that present incredulous results
  • Expecting new salespeople to arrive at the company ready to sell without any preparation from the company
  • Sending salespeople into the field without assessing their knowledge and skills

"Hire Right, Higher Profits" is drawing high praise from sales industry leaders.

"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," said 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," said Jeffrey Gitomer, author of "21.5 Unbreakable Laws of Selling."

"What is presented in 'Hire Right, Higher Profits' is not theory. We implemented this hiring and onboarding strategy in our business and it works! We made better decisions when hiring and prepared the new salespeople to sell effectively for us. As a result, we had one of our best sales years in our history. This book is a game changer," said Susan Savage, CEO, Sacramento River Cats, the Triple-A Baseball team for the Oakland A's

"Hire Right, Higher Profits" (ISBN: 13: 978-1493762620) is available for $19.95 (paperback) and $9.99 (kindle) on Amazon.com.

About Lee B. Salz

Lee B. Salz is a leading sales management strategist and expert in hiring and onboarding highly profitable sales forces. Through his sales management consulting firm, Sales Architects, he has helped hundreds of companies experience explosive growth through the migration of their sales teams from "people-based" to "process-based." He is the author of three best-selling business books including Top Book Awards silver medal winner "Soar Despite Your Dodo Sales Manager" (WBusiness Books, 2007). He serves on the Editorial Advisory Board of Sales & Marketing Management magazine, is host of the Sales Management Minute podcast series, and is chairperson of the Sales Management Challenge executive skill-development program. He is available for consulting and speaking opportunities.

Read more news from Lee B. Salz.

 

SOURCE Lee B. Salz

More Stories By PR Newswire

Copyright © 2007 PR Newswire. All rights reserved. Republication or redistribution of PRNewswire content is expressly prohibited without the prior written consent of PRNewswire. PRNewswire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

Latest Stories
Code Halos - aka "digital fingerprints" - are the key organizing principle to understand a) how dumb things become smart and b) how to monetize this dynamic. In his session at @ThingsExpo, Robert Brown, AVP, Center for the Future of Work at Cognizant Technology Solutions, outlined research, analysis and recommendations from his recently published book on this phenomena on the way leading edge organizations like GE and Disney are unlocking the Internet of Things opportunity and what steps your o...
“DevOps is really about the business. The business is under pressure today, competitively in the marketplace to respond to the expectations of the customer. The business is driving IT and the problem is that IT isn't responding fast enough," explained Mark Levy, Senior Product Marketing Manager at Serena Software, in this SYS-CON.tv interview at DevOps Summit, held Nov 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
15th Cloud Expo, which took place Nov. 4-6, 2014, at the Santa Clara Convention Center in Santa Clara, CA, expanded the conference content of @ThingsExpo, Big Data Expo, and DevOps Summit to include two developer events. IBM held a Bluemix Developer Playground on November 5 and ElasticBox held a Hackathon on November 6. Both events took place on the expo floor. The Bluemix Developer Playground, for developers of all levels, highlighted the ease of use of Bluemix, its services and functionalit...
In their session at @ThingsExpo, Shyam Varan Nath, Principal Architect at GE, and Ibrahim Gokcen, who leads GE's advanced IoT analytics, focused on the Internet of Things / Industrial Internet and how to make it operational for business end-users. Learn about the challenges posed by machine and sensor data and how to marry it with enterprise data. They also discussed the tips and tricks to provide the Industrial Internet as an end-user consumable service using Big Data Analytics and Industrial C...
SYS-CON Media announced that Splunk, a provider of the leading software platform for real-time Operational Intelligence, has launched an ad campaign on Big Data Journal. Splunk software and cloud services enable organizations to search, monitor, analyze and visualize machine-generated big data coming from websites, applications, servers, networks, sensors and mobile devices. The ads focus on delivering ROI - how improved uptime delivered $6M in annual ROI, improving customer operations by minin...
IBM has announced a new strategic technology services agreement with Anthem, Inc., a health benefits company in the U.S. IBM has been selected to provide operational services for Anthem's mainframe and data center server and storage infrastructure for the next five years. Among the benefits of the relationship, Anthem has the ability to leverage IBM Cloud solutions that will help increase the ease, availability and speed of adding infrastructure to support new business requirements.
Things are being built upon cloud foundations to transform organizations. This CEO Power Panel at 15th Cloud Expo, moderated by Roger Strukhoff, Cloud Expo and @ThingsExpo conference chair, addressed the big issues involving these technologies and, more important, the results they will achieve. Rodney Rogers, chairman and CEO of Virtustream; Brendan O'Brien, co-founder of Aria Systems, Bart Copeland, president and CEO of ActiveState Software; Jim Cowie, chief scientist at Dyn; Dave Wagstaff, VP ...
"SOASTA built the concept of cloud testing in 2008. It's grown from rather meager beginnings to where now we are provisioning hundreds of thousands of servers on a daily basis on behalf of customers around the world to test their applications," explained Tom Lounibos, CEO of SOASTA, in this SYS-CON.tv interview at DevOps Summit, held Nov 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
SYS-CON Media announced today that PagerDuty has launched a popular blog feed on DevOps Journal. DevOps Journal is focused on this critical enterprise IT topic in the world of cloud computing. DevOps Journal brings valuable information to DevOps professionals who are transforming the way enterprise IT is done.
SYS-CON Media announced that Cisco, a worldwide leader in IT that helps companies seize the opportunities of tomorrow, has launched a new ad campaign in Cloud Computing Journal. The ad campaign, a webcast titled 'Is Your Data Center Ready for the Application Economy?', focuses on the latest data center networking technologies, including SDN or ACI, and how customers are using SDN and ACI in their organizations to achieve business agility. The Cisco webcast is available on-demand.
“The year of the cloud – we have no idea when it's really happening but we think it's happening now. For those technology providers like Zentera that are helping enterprises move to the cloud - it's been fun to watch," noted Mike Loftus, VP Product Management and Marketing at Zentera Systems, in this SYS-CON.tv interview at Cloud Expo, held Nov 4–6, 2014, at the Santa Clara Convention Center in Santa Clara, CA.
Today’s enterprise is being driven by disruptive competitive and human capital requirements to provide enterprise application access through not only desktops, but also mobile devices. To retrofit existing programs across all these devices using traditional programming methods is very costly and time consuming – often prohibitively so. In his session at @ThingsExpo, Jesse Shiah, CEO, President, and Co-Founder of AgilePoint Inc., discussed how you can create applications that run on all mobile ...
The Industrial Internet revolution is now underway, enabled by connected machines and billions of devices that communicate and collaborate. The massive amounts of Big Data requiring real-time analysis is flooding legacy IT systems and giving way to cloud environments that can handle the unpredictable workloads. Yet many barriers remain until we can fully realize the opportunities and benefits from the convergence of machines and devices with Big Data and the cloud, including interoperability, ...
Companies today struggle to manage the types and volume of data their customers and employees generate and use every day. With billions of requests daily, operational consistency can be elusive. In his session at Big Data Expo, Dave McCrory, CTO at Basho Technologies, will explore how a distributed systems solution, such as NoSQL, can give organizations the consistency and availability necessary to succeed with on-demand data, offering high availability at massive scale.
IoT is still a vague buzzword for many people. In his session at @ThingsExpo, Mike Kavis, Vice President & Principal Cloud Architect at Cloud Technology Partners, discussed the business value of IoT that goes far beyond the general public's perception that IoT is all about wearables and home consumer services. He also discussed how IoT is perceived by investors and how venture capitalist access this space. Other topics discussed were barriers to success, what is new, what is old, and what th...