How many times have you hired an individual whom you believed to be a great salesperson – only to walk that person out the door three months later? Perhaps you are in a state of denial. Why admit that you’ve made a drastic hiring mistake? So you hold off the inevitable decision until you admit: whoops you’ve done it again!
How much does your mistake cost you, in terms of lost revenue, cost of hiring, and salary? If you are a startup, your hiring mistake can create a serious “Ouch!” in your pocket book that’s not so easy to recover from.
Lee Salz has written the definitive tour-de-force resource for hiring and onboarding strategies in his new book Hire Right Higher Profits. The book is a no-nonsense, in-your-face analysis of how outmoded hiring processes can bring your sales force – and your company – to their financial knees.
Salz introduces his “revenue investment” strategy for hiring and creating effective and successful sales people and sales teams. This powerful methodology creates a collaborative partnership between sales person and hiring manager, resulting in less turnover and greater success in meeting sales objectives.
It’s high time to change your corporate sales culture and provide a solid hiring process and roadmap for identifying those sales reps best aligned to help you meet your – and their – revenue goals.
The core of Hire Right, Higher Profits is based on Lee’s perspective that each member of a sales team represents a revenue investment made by the company. The book teaches you how to make informed revenue investment decisions and how to get a high rate of return on every revenue investment.
Simply put, he teaches you how to hire right and generate higher profits.
I recommend Lee’s book as a go-to daily resource. You will learn 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 salesperson success or failure
- Assemble a candidate evaluation program to contrast candidates with the performance factors
- Protect the revenue investment through structured sales onboarding
- Design sales onboarding curriculum to get a fast, high return on the new revenue investments
Why leave hiring practices up to the first VP of Sales that your organization hires or promotes up from mid-level manager? As the CEO of your company, the buck stops with you and so does the bottom line. So take control over your knowledge of the costs that eat into your operating revenue and profitability.
To supplement your learning, Lee’s made his virtual training course available, Get Your New Hire Salespeople Up to Speed… Fast! Perhaps that’s something to share with your HR person as well. A solid value at $99, the course includes a 60-minute video program to help you implement this methodology in your company.
Hire Right, Higher Profits is an educational read with real-world examples. The concepts presented in the book can be implemented in any company, in any industry, of any size.
Babette N. Ten Haken, is President of Sales Aerobics for Engineers®, LLC and author of its award-winning blog. She catalyzes business transition, startup growth, and professional development for non-traditional sellers, engineers, manufacturers, and technical startups.