Click here to close now.


News Feed Item

Hiring and Onboarding Salespeople - New Book Teaches How to Do It Right

"Hire Right, Higher Profits" by sales management strategist Lee Salz shows executives how to drive top and bottom line results

MINNEAPOLIS, Feb. 4, 2014 /PRNewswire/ -- Hired and fired. It's the revolving door on sales teams. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has executives pulling out their hair in frustration.

(Logo: )

Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what a new book by Lee B. Salz, "Hire Right, Higher Profits," is all about. 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! He cautions those who think the best sales hires come from their competitors.

"Executives spend countless hours developing sales and marketing strategies to acquire clients. Yet, few invest the time to create strong sales hiring and onboarding practices – to prepare the salespeople who are supposed to execute those sales and marketing strategies. This book teaches executives how to hire right to generate higher profits," said Salz, creator of The Revenue Accelerator sales onboarding technology system.

"Hire Right, Higher Profits" is a step-by-step, practical guide that can be implemented in any company, in any industry, of any size. It's a fun, educational read, chock-full of stories. Whether you are a seasoned executive or new sales manager, this book gives you everything you need to build a world-class sales force.

There are five common mistakes that this sales hiring and onboarding book helps executives avoid:

  • Searching for great salespeople rather than the right ones with the potential to be great
  • Blindly recruiting salespeople from competitors and assuming instant success
  • Being tricked by sales resumes that present incredulous results
  • Expecting new salespeople to arrive at the company ready to sell without any preparation from the company
  • Sending salespeople into the field without assessing their knowledge and skills

"Hire Right, Higher Profits" is drawing high praise from sales industry leaders.

"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," said 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," said Jeffrey Gitomer, author of "21.5 Unbreakable Laws of Selling."

"What is presented in 'Hire Right, Higher Profits' is not theory. We implemented this hiring and onboarding strategy in our business and it works! We made better decisions when hiring and prepared the new salespeople to sell effectively for us. As a result, we had one of our best sales years in our history. This book is a game changer," said Susan Savage, CEO, Sacramento River Cats, the Triple-A Baseball team for the Oakland A's

"Hire Right, Higher Profits" (ISBN: 13: 978-1493762620) is available for $19.95 (paperback) and $9.99 (kindle) on

About Lee B. Salz

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, he has helped hundreds of companies experience explosive growth through the migration of their sales teams from "people-based" to "process-based." He is the author of three best-selling business books including Top Book Awards silver medal winner "Soar Despite Your Dodo Sales Manager" (WBusiness Books, 2007). He serves on the Editorial Advisory Board of Sales & Marketing Management magazine, is host of the Sales Management Minute podcast series, and is chairperson of the Sales Management Challenge executive skill-development program. He is available for consulting and speaking opportunities.

Read more news from Lee B. Salz.


SOURCE Lee B. Salz

More Stories By PR Newswire

Copyright © 2007 PR Newswire. All rights reserved. Republication or redistribution of PRNewswire content is expressly prohibited without the prior written consent of PRNewswire. PRNewswire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

Latest Stories
In today's digital world, change is the one constant. Disruptive innovations like cloud, mobility, social media, and the Internet of Things have reshaped the market and set new standards in customer expectations. To remain competitive, businesses must tap the potential of emerging technologies and markets through the rapid release of new products and services. However, the rigid and siloed structures of traditional IT platforms and processes are slowing them down – resulting in lengthy delivery ...
Containers are all the rage among developers and web companies, but they also represent two very substantial benefits to larger organizations. First, they have the potential to dramatically accelerate the application lifecycle from software builds and testing to deployment and upgrades. Second they represent the first truly hybrid-approach to consuming infrastructure, allowing organizations to run the same workloads on any cloud, virtual machine or physical server. Together, they represent a ver...
SYS-CON Events announced today the Containers & Microservices Bootcamp, being held November 3-4, 2015, in conjunction with 17th Cloud Expo, @ThingsExpo, and @DevOpsSummit at the Santa Clara Convention Center in Santa Clara, CA. This is your chance to get started with the latest technology in the industry. Combined with real-world scenarios and use cases, the Containers and Microservices Bootcamp, led by Janakiram MSV, a Microsoft Regional Director, will include presentations as well as hands-on...
As operational failure becomes more acceptable to discuss within the software industry, the necessity for holding constructive, actionable postmortems increases. But most of what we know about postmortems from "pop culture" isn't actually relevant for the software systems we work on and within. In his session at DevOps Summit, J. Paul Reed will look at postmortem pitfalls, techniques, and tools you'll be able to take back to your own environment so they will be able to lay the foundations for h...
Nowadays, a large number of sensors and devices are connected to the network. Leading-edge IoT technologies integrate various types of sensor data to create a new value for several business decision scenarios. The transparent cloud is a model of a new IoT emergence service platform. Many service providers store and access various types of sensor data in order to create and find out new business values by integrating such data.
There are so many tools and techniques for data analytics that even for a data scientist the choices, possible systems, and even the types of data can be daunting. In his session at @ThingsExpo, Chris Harrold, Global CTO for Big Data Solutions for EMC Corporation, will show how to perform a simple, but meaningful analysis of social sentiment data using freely available tools that take only minutes to download and install. Participants will get the download information, scripts, and complete en...
Too often with compelling new technologies market participants become overly enamored with that attractiveness of the technology and neglect underlying business drivers. This tendency, what some call the “newest shiny object syndrome,” is understandable given that virtually all of us are heavily engaged in technology. But it is also mistaken. Without concrete business cases driving its deployment, IoT, like many other technologies before it, will fade into obscurity.
Containers are changing the security landscape for software development and deployment. As with any security solutions, security approaches that work for developers, operations personnel and security professionals is a requirement. In his session at @DevOpsSummit, Kevin Gilpin, CTO and Co-Founder of Conjur, will discuss various security considerations for container-based infrastructure and related DevOps workflows.
SYS-CON Events announced today that Super Micro Computer, Inc., a global leader in high-performance, high-efficiency server, storage technology and green computing, will exhibit at the 17th International Cloud Expo®, which will take place on November 3–5, 2015, at the Santa Clara Convention Center in Santa Clara, CA. Supermicro (NASDAQ: SMCI), the leading innovator in high-performance, high-efficiency server technology is a premier provider of advanced server Building Block Solutions® for Data ...
Achim Weiss is Chief Executive Officer and co-founder of ProfitBricks. In 1995, he broke off his studies to co-found the web hosting company "Schlund+Partner." The company "Schlund+Partner" later became the 1&1 web hosting product line. From 1995 to 2008, he was the technical director for several important projects: the largest web hosting platform in the world, the second largest DSL platform, a video on-demand delivery network, the largest eMail backend in Europe, and a universal billing syste...
Between the compelling mockups and specs produced by analysts, and resulting applications built by developers, there exists a gulf where projects fail, costs spiral, and applications disappoint. Methodologies like Agile attempt to address this with intensified communication, with partial success but many limitations. In his session at DevOps Summit, Charles Kendrick, CTO and Chief Architect at Isomorphic Software, will present a revolutionary model enabled by new technologies. Learn how busine...
Interested in leveraging automation technologies and a cloud architecture to make developers more productive? Learn how PaaS can benefit your organization to help you streamline your application development, allow you to use existing infrastructure and improve operational efficiencies. Begin charting your path to PaaS with OpenShift Enterprise.
IT data is typically silo'd by the various tools in place. Unifying all the log, metric and event data in one analytics platform stops finger pointing and provides the end-to-end correlation. Logs, metrics and custom event data can be joined to tell the holistic story of your software and operations. For example, users can correlate code deploys to system performance to application error codes.
Cloud computing delivers on-demand resources that provide businesses with flexibility and cost-savings. The challenge in moving workloads to the cloud has been the cost and complexity of ensuring the initial and ongoing security and regulatory (PCI, HIPAA, FFIEC) compliance across private and public clouds. Manual security compliance is slow, prone to human error, and represents over 50% of the cost of managing cloud applications. Determining how to automate cloud security compliance is critical...
WebRTC services have already permeated corporate communications in the form of videoconferencing solutions. However, WebRTC has the potential of going beyond and catalyzing a new class of services providing more than calls with capabilities such as mass-scale real-time media broadcasting, enriched and augmented video, person-to-machine and machine-to-machine communications. In his session at @ThingsExpo, Luis Lopez, CEO of Kurento, will introduce the technologies required for implementing thes...