Book Review: Hire Right, Higher Profits by Lee Salz
What are the key qualifications for a salesperson to be successful selling for your company?
Do you spend as much time and effort when hiring a new salesperson as you do when looking at a new investment in a potentially revenue enhancing product or service?
In his newest book, Hire Right, Higher Profits: The Executive’s Guide to Building a World-Class Sales Force (CreateSpace: 2014), Lee Salz addresses these and many other hiring questions head-on—and provides the real world guidance and answers that are so badly needed by hiring executives in today’s marketplace.
Hire Right, Higher Profits is a highly detailed examination of the hiring practices most companies employ. From the way employment ads are written to the unrealistic qualifications the ads demand the candidate have to the slipshod interview process itself to the inadequate or non-existent onboarding after the hire, Salz unfolds the reasons so many sales hires are a bust.
From his years of practice building sales teams Salz has come to the conclusion that:
“Five percent of all salespeople will Succeed under any circumstances “Five percent of all salespeople will Fail no matter what is done for them “Ninety percent of all salespeople fall into the LIMBO group where success or failure is determined by:
“The strength of the match between them and their sales roles
The sophistication of the company’s new-hire development program—to help them
quicky and effectively use their skills and know-how in a new environment.”
In short, Salz’s formula for sales hire success is:
“Identify candidates with the potential to succeed in specific sales roles
+ Offer skill-development programs to turn potential into reality
Hire Right, Higher Profits is laser focused on helping executives implement that formula with an emphasis that the hire must be geared to the highly defined specific sales role the salesperson will fill.
The bulk of the book takes the hiring executive through the complete hiring process from examining and understanding in detail the required and desired attributes of the new sales hire to creating the job ad to the interview process to onboarding the new salesperson. Salz examines the pros and cons of various sales job titles, whether or not to negotiate the compensation package, the candidate background check, analyzing a resume, and virtually every other aspect of the hiring and post-hiring process.
Hire Right, Higher Profits is a practical, actionable guide to making quality hiring decisions, decisions that will enhance profitability and dramatically lower hiring costs and mistakes.
If you have any role in the hiring process of salespeople, do yourself and your company a huge favor and pick up a copy of Hire Right, Higher Profits.