The Perfect Hire A Tactical Guide To Hiring Developing And Retaining Top Sales Talent

STOP THE REVOLVING DOOR How many sales candidates have you hired for their technical skills only to fire for their bad attitude? How many experienced sales hires have you had to let go for poor on-the-job performance? Whether you’ve experienced such scenarios or you hope to avoid them, the takeaway is simple—the perfect hire requires more than technical skills and experience. Sales strategist Kathi Graham-Leviss invites you to stop the revolving door of sales hires and arms you with the critical steps to choosing the perfect hire—every time. Utilizing proven best practices—revealed from the latest research in sales performance drivers—learn how to assess soft skills, problem solving abilities, and behavioral attributes, in addition to technical know-how, to select candidates who are well matched for the job, not just well qualified. Uncover the secrets to creating a successful hiring methodology that enables you to: Attract quality candidates Screen for high performers Predict on-the-job success Select the perfect hire Increase productivity Reduce turnover Increase Profits Be it time, money, opportunities lost—the cost of finding and hiring a new sales employee is significant. Stop spending on poor prospects and start profiting with the perfect hire! Praise for The Perfect Hire "The Perfect Hire...is there such a thing? Kathi Graham-Leviss's book has made me a believer! This step-by-step path to success should be required reading for a world class sales organization or those desiring to attain such a competitive distinction." Loretta Penn, President, Spherion Staffing “The Perfect Hire is a comprehensive guide detailing how to actively hire and cultivate the most effective sales force by using meaningful assessments that capture employees’ competency, critical thinking and core values. The book employs Graham-Leviss’ 25-years of experience and research findings to ensure employers are able capable of developing the best sales talent as possible.” Troy Vincent, VP Player Engagement – National Football League "Poor hiring and development practices have a devastating impact on a company's bottom line as valuable customer data is lost and relationships damaged. Kathi Graham-Leviss's book can help any business dramatically improve their hiring and development process and lead to a more profitable future". EVP, Morris Publishing "Finally, a sales handbook that brings together the art and science of recruiting top sales talent. Belongs on the bookshelf of every sales VP!" Rebecca Callahan, President, SourceRight Solutions “As a how-to guide, this book contains everything you may need to know. Brimming with straightforward strategies anyone can use to overcome the pitfalls of hiring, developing and retaining top sales talent.” Anne Szostak, President/CEO, Szostak Partners LLC "A brilliant book that will help ALL levels of management maximize the potential of their organizations most powerful resource – their people. This book is built around the unique perspective that hiring top talent is the number one priority, and often times most frequently lost opportunity, of every company, no matter their size. A truly important book for ALL sales leaders.” C. Preston Bowen, Senior Vice President, Overhead Door Corporation

‘Hiring Sales Winners: The Ultimate Guide to Hiring Top Performing Sales Talent’ is a comprehensive and practical resource designed to transform your sales hiring process and enable you to attract, assess, and hire exceptional sales professionals. This guide takes you through every step of the hiring journey, from understanding the impact of top performing sales talent to creating effective job descriptions, sourcing candidates, conducting interviews, making compelling offers, and on-boarding and training new hires. You'll learn how to evaluate skills, assess motivation, address potential red flags, and negotiate competitive compensation packages. The book also delves into strategies for retaining top talent, managing performance, and adapting to future trends in sales recruitment. With expert insights, real-life examples, and actionable tips, ‘Hiring Sales Winners’ equips you with the knowledge and tools to build a winning sales team and drive organizational success.

Hiring, developing, and retaining elite sales talent for your firm doesn't have to be the seemingly insurmountable challenge that it might appear to be. Talent acquisition and development industry mavericks, Jamie Crosbie and Mike Pierce, offer a tried, tested and proven solution to improve your organization's sales performance. How To Source, Qualify, & Hire Elite Sales Talent is a must-read for every business in every industry.

Hire the Best, Not Just the Best Available What's the number challenge for sales leaders and sales organizations? Recruiting and hiring top talent. While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they wonder why their sales training and sales process didn't work! Finally there is a definitive resource designed to help individual sales leaders and entire organizations attract, recruit and hire high-performing salespeople. In Sales Management Guru's Guide to Recruiting High-Performance Sales Teams you'll get detailed interview scorecards, interviewing questions, and sample job descriptions. Plus a bonus section dedicated to the new hire on-boarding process. You'll also learn . . . How to develop your ideal salesperson profile How to create a sales candidate funnel Where to find top sales talent Why many sales managers get fired in less than 18 months How an Interview Scorecard screens out the "empty suit's" How to take emotion out of the interview process Why and how to use a sales case study to evaluate your candidates How to use sales assessments and why they are an important factor in selection How to properly conduct a telephone interview and use scoring list to assess talent How to use social media to evaluate sales candidates And much more . . . Praise for Your Sales Management Guru's Guide "If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies "Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power Principles About The Author Ken Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.

The sales management classic—updated for today’s competitive business environment Advanced digital technologies, the breakdown of traditional business barriers, and increased customer empowerment have transformed the sales profession. The future now belongs to salespeople who deeply understand, embrace, and take advantage of these unprecedented changes to enhance their relationships with their customers. What does this mean for you? You absolutely need these people on your team to succeed. And this fully updated edition of How to Hire and Develop Your Next Top Performer will show you how to find them, attract them, and retain them. It’s the key to maintaining the competitive edge now and in the future. Written by the CEO and president of Caliper, one of the world’s leading management consultancies, How to Hire and Develop Your Next Top Performer, Second Edition, delivers the proven game plan their company has used to power growth for SAP, Avis Budget Group, and thousands of other clients. Updated and revised for the age of the digitally connected customer and expanded to cover global and remote leadership topics, this one-of-a-kind guide gives you essential strategies to: Recruit and evaluate candidates via social media and other platforms Spot the qualities of top performers—and make sure the entire sales team has them Set realistic coaching goals Understand the psychology of “A” players, so you can give these stars what they need to succeed When you know how to hire, onboard, coach, motivate, and lead a powerful sales team, nothing can stop you. How to Hire and Develop Your Next Top Performer is the essential playbook for long-term sales success. Praise for How to Hire and Develop Your Next Top Performer: “We wouldn’t hire a salesperson without Caliper’s advice. If you’re concerned about recruiting the right person and driving increased profitable sales, you’ve got to read this book!” —Thomas M. Gart land, President, North America, Avis Budget Group, Inc. “This book has changed my life and, more importantly, it has changed the lives of many of my customers.” —Peter Smith, Executive Vice President of Sales and Marketing, Hearts On Fire “Caliper can dramatically improve your ability to hire and develop top performers. If you want to increase sales, read this book before your competition gets a hold of this gem.” —Gerhard Gschwandtner, Founder and Publisher, Selling Power “There is no better book on hiring and developing top performing salespeople.” ,b>—Ron Rubin, Minister of Tea (Owner), The Republic of Tea “This book should be on the desk of anyone interested in creating the best sales organization possible.” —Sean Sweeney, President, Chief Operating Officer, Philadelphia Insurance Companies “A must read. This book can save you a lot of wasted time and energy, while increasing your success rate dramatically.” —Alyson Brandt, Executive Vice President, General Manager Americas, The Forum Corporation To discover your defining qualities, take Caliper’s free, in-depth personality profile and receive a developmental guide pinpointing the qualities that distinguish you, along with suggestions for developing your potential.

If you want your business to grow, you need to be able to rely on your ability to hire talent reliably and consistently. No talent pipeline? No growth, and no business. But your recruiting team is drowning (I asked them). They need help. Now, if you ask recruiters, they will ask for headcount. Or more technology. But more bodies and more tools won't solve the issue (though it will eat up your budget). What you need a is a better strategy. And that strategy is called employer branding.Employer branding is about understanding, distilling and communicating what your company is all about in order to attract all the talent you need. That will differentiate your company as a place where people will want to work, rather than a place they land because they didn't know better.If you've heard about employer branding in business magazines, it might seem like something only "big companies" can do. Something that requires a dedicated team, expensive platforms, or a bunch of consultants. That isn't true. If you understand where your brand comes from, and how to apply it, any company (especially yours) can hire better with it.And this book will teach you how to do all of that, and then some.In this book, you'll learn what employer branding really is, how to make a compelling argument internally to leadership that creates commitment, how to work with other teams and be creative in finding solutions. As a special bonus, we are including a handbook on how to work with recruiting teams. This hands-on workbook is chock full of examples, checklists, step-by-step instructions and even emails you can copy and paste to make things happen immediately.

In this instant New York Times Bestseller, Geoff Smart and Randy Street provide a simple, practical, and effective solution to what The Economist calls “the single biggest problem in business today”: unsuccessful hiring. The average hiring mistake costs a company $1.5 million or more a year and countless wasted hours. This statistic becomes even more startling when you consider that the typical hiring success rate of managers is only 50 percent. The silver lining is that “who” problems are easily preventable. Based on more than 1,300 hours of interviews with more than 20 billionaires and 300 CEOs, Who presents Smart and Street’s A Method for Hiring. Refined through the largest research study of its kind ever undertaken, the A Method stresses fundamental elements that anyone can implement–and it has a 90 percent success rate. Whether you’re a member of a board of directors looking for a new CEO, the owner of a small business searching for the right people to make your company grow, or a parent in need of a new babysitter, it’s all about Who. Inside you’ll learn how to • avoid common “voodoo hiring” methods • define the outcomes you seek • generate a flow of A Players to your team–by implementing the #1 tactic used by successful businesspeople • ask the right interview questions to dramatically improve your ability to quickly distinguish an A Player from a B or C candidate • attract the person you want to hire, by emphasizing the points the candidate cares about most In business, you are who you hire. In Who, Geoff Smart and Randy Street offer simple, easy-to-follow steps that will put the right people in place for optimal success.

"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.