|By PR Newswire||
|February 4, 2014 08:35 AM EST||
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.
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
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.
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