Great Salespeople Aren't Born, They're Hired: The Secrets To Hiring Top Sales Professionals [Hardcover]

Joseph Miller (Author), Patrick Longo (Author)

Book Description

Publication Date: May 15, 2005

Sales is the most important function to any enterprise, but small business owners and entrepreneurs have no idea how to hire salespeople, let alone hire GREAT salespeople. Many entrepreneurs and small business owners often hire salespeople based on their work experience at large corporations, or they hire salespeople based on "feelings." These common mistakes often become the reason small businesses fail within their first five years.

Great Salespeople Aren’t Born, They’re Hired shares the secrets of hiring great salespeople for small businesses (less than 200 employees). The old methods of recruiting top sales professionals just don’t work anymore. Joe Miller, a trailblazer in the head hunting profession, presents the foolproof techniques for finding great salespeople that have fueled the success of his company, SalesKingdom, and have revolutionized the recruitment process.

Starting from a simple premise, the BASE, Great Salespeople Aren’t Born, They’re Hired guides you through the recruitment process. Learn how to assess not only what a candidate can offer your company, but what your company can offer a candidate. Learn why the golden ratio of 100:1 is so important to finding a perfect match. Unearth the dirty secrets of the mediocre recruiter’s usual M.O. and master effective interview techniques through extensive real-life examples, role-plays, and step-by-step instruction.

Written in a direct, often colloquial style, this book will quickly become the go-to resource not only for those in charge of hiring, but also for the candidates who come before them.

Editorial Reviews

From the Publisher

WBusiness Books is the premier publisher of business books for growing businesses. WBusiness Books caters to businesspeople who don’t like to go by the book, but by experience. Great Salespeople Aren't Born They're Hired is prime example of teaching and learning with shared experiences.

About the Author

Joe Miller is an internationally recognized speaker, trainer, author and CEO of SalesKingdom, a sales recruiting, training and retaining firm he founded to offer companies a more comprehensive, sales-based solution. Working with numerous companies ranging from small and independent to large, multi-billion dollar international organizations, Joe uses his vast experience and sharp, sometimes self-deprecating humor to uncover customers’ pain and shine a light on common problems. He remains true to sales by continuing to sell everyday, constantly searching for the means to advance the integrity and respect for his chosen profession. His speaking engagements entertain while delivering a potent message that consistently brings results, as well as rave reviews.

Product Details

• Hardcover: 137 pages
• Publisher: Wbusiness Books (May 15, 2005)
• Language: English
• ISBN-10: 0832950009
• ISBN-13: 978-0832950001
• Product Dimensions: 9.1 x 5.9 x 0.8 inches
• Shipping Weight: 13.6 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #726,668 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

5.0 out of 5 stars Get book for anyone in a hiring position, July 12, 2005

By 

BusinessPRO (Downey, CA, United States) - See all my reviews

This review is from: Great Salespeople Aren't Born, They're Hired: The Secrets To Hiring Top Sales Professionals (Hardcover)

Personally have read this book and I can tell you that it has helped our company tremendously. I feel like this book has affected the way I hire people for our sales positions as well as how I do business with other salespeople. With this book I was able to weed through all the resumes and applications and really pick the winner of the bunch. Our sales have soared because we hired the best salespeople out there. I for one am strong believer in Joe miller's tactics and strategies for hiring salespeople. Joe helps you understand what to look for as well as what the key points are to being a good sales person. Great Salespeople Aren't Born They're Hired was straight to the point and easy to understand, which made my job much easier.

3 of 3 people found the following review helpful:

5.0 out of 5 stars Some Good Stuff!, June 28, 2006

By 

Feathered Serpent "M" (Fullerton,CA) - See all my reviews

This review is from: Great Salespeople Aren't Born, They're Hired: The Secrets To Hiring Top Sales Professionals (Hardcover)

In today's fast-paced, brutal business world any small company faces threats by major corporations and larger businesses. Salespeople are the key to help keeping the company alive and active. But you not only just need salespeople, you need GREAT salespeople! This book helps the reader (and the small business owner) to choose wisely in their sales candidates. I found this book to be extremely informative and highly valuable to learning how a small business owner (like myself) can weed out all the bad sales candidates and to only settle for the very best. It is a must read for small business owners!

3 of 3 people found the following review helpful:

5.0 out of 5 stars MUST GET FOR BUSINESS OWNER, July 21, 2005

By 

Bibliophile (California) - See all my reviews

This review is from: Great Salespeople Aren't Born, They're Hired: The Secrets To Hiring Top Sales Professionals (Hardcover)

Miller is really great at explainning the method for narrowing down and using some good tactics to hire the right slaes person for your company. HIs easy to read style keeps you entertained and the chapters are broken down step by step. More than anything I enjoyed learning about the various types of salespeople and how each can bring good results depending on their personality and environment.


Really, a must get for any business owner who wishes to keep the most important department of this business alive and thriving. The key to any business is sales and you shoudl invest in either improving it or building it fromt the ground up again. This book will help you.