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Hire Right, Higher Profits: The Executive's Guide to Building a World-Class Sales Force Paperback – January 14, 2014
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"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
"Hire Right, Higher Profits revolutionizes sales hiring and onboarding processes leading to reduced time to revenues. A must read for sales leaders!"
– Gerhard Gschwandtner, Publisher, Selling Power magazine
"Hire Right, Higher Profits provides the step-by-step methodology to effectively hire and onboard salespeople impacting both the top and bottom line of your business. It’s a must read for anyone with P&L responsibility."
– Paul Nolan, Editor, Sales & Marketing Management magazine
"Have you ever thought of adding a salesperson to your team as a 'revenue investment' made by the company? Well, you should, especially if you want to build a sales organization where 80 percent of your teams deliver 125 percent of the revenue target. In Hire Right, Higher Profits, author Lee Salz offers a proven strategy for hiring salespeople who will excel in their roles and onboarding them effectively. Learn everything from how to undertake the Revenue Investment 360 and develop the Performance Factor Portfolio to evaluating candidates, making a decision, and protecting that investment. I'm sold!"
– Lorri Freifeld, Editor-in-Chief, Training magazine
"Hire Right, Higher Profits is an outstanding practical reference guide to help you realize greater ROI on sales executives through smarter hiring and onboarding. We're making it required reading for our human resources and sales managers."
– Nicole Honey, Editor, ThinkSales Magazine
"In Hire Right, Higher Profits, Lee Salz presents a comprehensive A to Z how-to guide for two of today’s toughest challenges – hiring the right sales talent and getting new salespeople up to speed. Lee examines the many aspects impacting our hiring decisions and provides clear, easy to follow methodologies to help you develop a strategic, proven process to ensure you hire right."
– Larry Reeves, Co-Founder and Chief Operating Officer, American Association of Inside Sales Professionals
About the Author
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, Lee has helped hundreds of companies experience explosive growth through the migration of their sales teams from “people-based” to “process-based.” An expert in hiring, onboarding, management, coaching and compensation, he designs the programs companies need to cultivate and maintain high-performance sales forces.
In addition to Hire Right, Higher Profits, he is the author of three best-selling business books: Soar Despite Your Dodo Sales Manager (WBusiness Books, 2007), which won the silver medal in the Top Book Awards; Stop Speaking for Free! The Ultimate Guide to Making Money with Webinars (Business Expert Publishing, 2010); and The Business Expert Guide to Small Business Success (Business Expert Publishing, 2010).
He serves on the Editorial Advisory Board of Sales & Marketing Management magazine, is the host of the Sales Management Minute podcast series, and is the chairperson of the Sales Management Challenge executive skill-development program.
Lee was recognized as one of the Top 25 Sales Influencers by OpenView Labs in 2011 and 2012, and is a member of the Top 25 Online Influencers in Talent Management (HR Examiner 2011). His articles have been published in hundreds of websites and magazines. He's been interviewed on ABC News and MSNBC, and has been quoted and featured in many leading publications, including CNN, The Wall Street Journal, The New York Times, The Dallas Morning News, Selling Power magazine, and Sales and Marketing Management magazine.
To help companies implement the sales enablement methodology presented in Hire Right, Higher Profits, Lee launched The Revenue Accelerator® - a web-based, sales onboarding technology firm. The firm’s technology platform has been used to onboard thousands of salespeople – resulting in shorter ramp-up times, higher revenue production, and reduced sales turnover.
Lee is a results-driven consultant, dynamic speaker, and passionate entrepreneur. He lives in Minneapolis with his wife, three children, and two dogs. When he isn’t helping companies grow, Lee can be found on the baseball field coaching his kids or in the gym preparing for his next powerlifting tournament.
Lee can be reached for consulting or speaking at email@example.com
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Top customer reviews
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Each chapter contains more and more common sense, yet not practiced widely content on the best and right way to hire sales people, if you truly want higher profits.
My advice is to purchase it for your Kindle and a hard copy for your office. This way you can constantly refer back to it like a textbook. ln addition to having a hard copy visible to in your office for your sales team or sales manager to see, this book will not give you all the benefits it can with one quick read. Highlight the key takeaways and then go back to the beginning and read each chapter slowly.
If you want to see a positive difference in your business, purchase this book and follow through on Salz's advice.
Every company has the challenge of recruiting, on-boarding, and retaining a productive sales team. Lee shifts paradigms, changing the process from one of merely making a hiring decision to the more critical one of making it a revenue investment decision.
Here's an approach where 80% of your salespersons can hit 125% of quota.
Lee's approach to hiring isn't limited to salespeople. It can and should be applied to every high-impact position. You can apply his discipline of drilling down to understand the specific needs of a mission-critical position, properly vetting candidates, accelerating their on-boarding, and insights with regards to long-term retention.
A. I could make it cover to cover in the 90 minute flight I was on.
B. It's very tactical, not theoretical. I quickly had an action list for our team compiled.
C. It's relevant to the issues we're dealing with in terms of attracting, onboarding and retaining key sales talent.
D. It's a good mix of basic best practices as well as fresh insights incorporating how social media has changed the sales talent recruiting and hiring landscape.
I gave it to our President who read it on the flight back and quickly ordered copies for our senior leadership team as required reading.
If your team is asking questions like "Why is it so hard to find the right sales candidates to hire?" or "Why does it take so long for a new sales hire to get traction around here?" then you'll want to read this book, it's the best 90 minute investment you can make in your business.
John Treace, author, “Nuts & Bolts of Sales Management”
Thanks for sharing your unique insight into salespeople recruiting. I am a job seeker, and I applied over 20 principles from Hire Right Higher Profit as part of my interview preparation. Lee’s book helped me evaluate sales positions in a systematic, interview appropriate format. I learned how to measure corporate culture, define undisclosed job duties, and clarify expectations of prospective employers. Best of all, the questions on pages 22 to 25 are as valuable to a candidate as they are to a hiring manager.