The Perfect Hire: A Tactical Guide to Hiring, Developing, and Retaining Top Sales Talent PDF Download
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Author: Katherine Graham-Leviss
Publisher: Entrepreneur Press
ISBN: 1599184214
Category : Business & Economics
Languages : en
Pages : 218
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Book Description
STOP THE REVOLVING DOOR How many sales candidates have you hired for their technical skills only to fire for their bad attitude? How many experienced sales hires have you had to let go for poor on-the-job performance? Whether you’ve experienced such scenarios or you hope to avoid them, the takeaway is simple—the perfect hire requires more than technical skills and experience. Sales strategist Kathi Graham-Leviss invites you to stop the revolving door of sales hires and arms you with the critical steps to choosing the perfect hire—every time. Utilizing proven best practices—revealed from the latest research in sales performance drivers—learn how to assess soft skills, problem solving abilities, and behavioral attributes, in addition to technical know-how, to select candidates who are well matched for the job, not just well qualified. Uncover the secrets to creating a successful hiring methodology that enables you to: Attract quality candidates Screen for high performers Predict on-the-job success Select the perfect hire Increase productivity Reduce turnover Increase Profits Be it time, money, opportunities lost—the cost of finding and hiring a new sales employee is significant. Stop spending on poor prospects and start profiting with the perfect hire! Praise for The Perfect Hire "The Perfect Hire...is there such a thing? Kathi Graham-Leviss's book has made me a believer! This step-by-step path to success should be required reading for a world class sales organization or those desiring to attain such a competitive distinction." Loretta Penn, President, Spherion Staffing “The Perfect Hire is a comprehensive guide detailing how to actively hire and cultivate the most effective sales force by using meaningful assessments that capture employees’ competency, critical thinking and core values. The book employs Graham-Leviss’ 25-years of experience and research findings to ensure employers are able capable of developing the best sales talent as possible.” Troy Vincent, VP Player Engagement – National Football League "Poor hiring and development practices have a devastating impact on a company's bottom line as valuable customer data is lost and relationships damaged. Kathi Graham-Leviss's book can help any business dramatically improve their hiring and development process and lead to a more profitable future". EVP, Morris Publishing "Finally, a sales handbook that brings together the art and science of recruiting top sales talent. Belongs on the bookshelf of every sales VP!" Rebecca Callahan, President, SourceRight Solutions “As a how-to guide, this book contains everything you may need to know. Brimming with straightforward strategies anyone can use to overcome the pitfalls of hiring, developing and retaining top sales talent.” Anne Szostak, President/CEO, Szostak Partners LLC "A brilliant book that will help ALL levels of management maximize the potential of their organizations most powerful resource – their people. This book is built around the unique perspective that hiring top talent is the number one priority, and often times most frequently lost opportunity, of every company, no matter their size. A truly important book for ALL sales leaders.” C. Preston Bowen, Senior Vice President, Overhead Door Corporation
Author: Katherine Graham-Leviss
Publisher: Entrepreneur Press
ISBN: 1599184214
Category : Business & Economics
Languages : en
Pages : 218
Get Book Here
Book Description
STOP THE REVOLVING DOOR How many sales candidates have you hired for their technical skills only to fire for their bad attitude? How many experienced sales hires have you had to let go for poor on-the-job performance? Whether you’ve experienced such scenarios or you hope to avoid them, the takeaway is simple—the perfect hire requires more than technical skills and experience. Sales strategist Kathi Graham-Leviss invites you to stop the revolving door of sales hires and arms you with the critical steps to choosing the perfect hire—every time. Utilizing proven best practices—revealed from the latest research in sales performance drivers—learn how to assess soft skills, problem solving abilities, and behavioral attributes, in addition to technical know-how, to select candidates who are well matched for the job, not just well qualified. Uncover the secrets to creating a successful hiring methodology that enables you to: Attract quality candidates Screen for high performers Predict on-the-job success Select the perfect hire Increase productivity Reduce turnover Increase Profits Be it time, money, opportunities lost—the cost of finding and hiring a new sales employee is significant. Stop spending on poor prospects and start profiting with the perfect hire! Praise for The Perfect Hire "The Perfect Hire...is there such a thing? Kathi Graham-Leviss's book has made me a believer! This step-by-step path to success should be required reading for a world class sales organization or those desiring to attain such a competitive distinction." Loretta Penn, President, Spherion Staffing “The Perfect Hire is a comprehensive guide detailing how to actively hire and cultivate the most effective sales force by using meaningful assessments that capture employees’ competency, critical thinking and core values. The book employs Graham-Leviss’ 25-years of experience and research findings to ensure employers are able capable of developing the best sales talent as possible.” Troy Vincent, VP Player Engagement – National Football League "Poor hiring and development practices have a devastating impact on a company's bottom line as valuable customer data is lost and relationships damaged. Kathi Graham-Leviss's book can help any business dramatically improve their hiring and development process and lead to a more profitable future". EVP, Morris Publishing "Finally, a sales handbook that brings together the art and science of recruiting top sales talent. Belongs on the bookshelf of every sales VP!" Rebecca Callahan, President, SourceRight Solutions “As a how-to guide, this book contains everything you may need to know. Brimming with straightforward strategies anyone can use to overcome the pitfalls of hiring, developing and retaining top sales talent.” Anne Szostak, President/CEO, Szostak Partners LLC "A brilliant book that will help ALL levels of management maximize the potential of their organizations most powerful resource – their people. This book is built around the unique perspective that hiring top talent is the number one priority, and often times most frequently lost opportunity, of every company, no matter their size. A truly important book for ALL sales leaders.” C. Preston Bowen, Senior Vice President, Overhead Door Corporation
Author: James Ellis
Publisher:
ISBN:
Category :
Languages : en
Pages : 328
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Book Description
If you want your business to grow, you need to be able to rely on your ability to hire talent reliably and consistently. No talent pipeline? No growth, and no business. But your recruiting team is drowning (I asked them). They need help. Now, if you ask recruiters, they will ask for headcount. Or more technology. But more bodies and more tools won't solve the issue (though it will eat up your budget). What you need a is a better strategy. And that strategy is called employer branding.Employer branding is about understanding, distilling and communicating what your company is all about in order to attract all the talent you need. That will differentiate your company as a place where people will want to work, rather than a place they land because they didn't know better.If you've heard about employer branding in business magazines, it might seem like something only "big companies" can do. Something that requires a dedicated team, expensive platforms, or a bunch of consultants. That isn't true. If you understand where your brand comes from, and how to apply it, any company (especially yours) can hire better with it.And this book will teach you how to do all of that, and then some.In this book, you'll learn what employer branding really is, how to make a compelling argument internally to leadership that creates commitment, how to work with other teams and be creative in finding solutions. As a special bonus, we are including a handbook on how to work with recruiting teams. This hands-on workbook is chock full of examples, checklists, step-by-step instructions and even emails you can copy and paste to make things happen immediately.
Author: Geoff Smart
Publisher: Ballantine Books
ISBN: 0345504194
Category : Business & Economics
Languages : en
Pages : 210
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Book Description
In this instant New York Times Bestseller, Geoff Smart and Randy Street provide a simple, practical, and effective solution to what The Economist calls “the single biggest problem in business today”: unsuccessful hiring. The average hiring mistake costs a company $1.5 million or more a year and countless wasted hours. This statistic becomes even more startling when you consider that the typical hiring success rate of managers is only 50 percent. The silver lining is that “who” problems are easily preventable. Based on more than 1,300 hours of interviews with more than 20 billionaires and 300 CEOs, Who presents Smart and Street’s A Method for Hiring. Refined through the largest research study of its kind ever undertaken, the A Method stresses fundamental elements that anyone can implement–and it has a 90 percent success rate. Whether you’re a member of a board of directors looking for a new CEO, the owner of a small business searching for the right people to make your company grow, or a parent in need of a new babysitter, it’s all about Who. Inside you’ll learn how to • avoid common “voodoo hiring” methods • define the outcomes you seek • generate a flow of A Players to your team–by implementing the #1 tactic used by successful businesspeople • ask the right interview questions to dramatically improve your ability to quickly distinguish an A Player from a B or C candidate • attract the person you want to hire, by emphasizing the points the candidate cares about most In business, you are who you hire. In Who, Geoff Smart and Randy Street offer simple, easy-to-follow steps that will put the right people in place for optimal success.
Author: Lee B. Salz
Publisher: CreateSpace
ISBN: 9781493762620
Category : Business & Economics
Languages : en
Pages : 154
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Book Description
"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 ***** Hired and fired... It's the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration. Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee 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 of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks. But Salz doesn't stop there! He challenges executives to shift their perspective from hiring salespeople to investing in revenue. Each salesperson represents a revenue investment made by the company with the core objective of receiving a fast, high return on it – no different than when companies invest in sales strategies, tactics, and ideas to grow revenue. Hire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. The book is a step-by-step, practical guide teaching you how to implement the revenue investment concept – impacting both the top and bottom lines. It's a fun, educational read and is chock-full of stories as you learn how 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 a salesperson's success or failure in the role * Assemble a Revenue Investment Evaluation Program to contrast candidates with the performance factors * Scrutinize a Revenue Investment Prospectus – a salesperson's resume – to get to the truth * Evaluate candidates so you select the right salespeople for revenue investments * Protect the revenue investment through structured sales onboarding * Design sales onboarding curriculum to get a fast, high return on the new revenue investments * Assess revenue investment performance both during and post-onboarding The methodology presented in Hire Right, Higher Profits can be implemented in any company, in any industry, of any size. The book is not based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years with both his sales teams and for clients. Whether you are a seasoned executive or new sales manager, this book has everything you need to build a world-class sales force.
Author: Eric Chester
Publisher: Sound Wisdom
ISBN: 164095113X
Category : Business & Economics
Languages : en
Pages : 359
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Book Description
If you’ve ever struggled to keep your business staffed with high-performing, loyal employees—even for “unsexy” jobs with high turnover rates—this book is here to solve your hiring and retention woes. Fully Staffed will give you an edge over your competitors by enabling you to streamline your hiring process, expand your brand awareness through job advertising, build a pipeline of qualified candidates ready to fill positions before they’re even vacant, and refine your hiring funnel so that these superstar employees stay with you for the long haul. Packed full of comprehensive research on the resources and strategies available to today's business owners, as well as the stories of business owners and leaders who have utilized them with great success, Fully Staffed lives up to its subtitle of being THE definitive guide to finding and keeping great employees in the worst labor market ever. Each chapter will help you replace desperation with a solid plan of action, as you discover: Why the most crucial employment strategy is perfecting your workplace culture How to implement thoughtful, unique, and digitally-minded job advertising techniques How to leverage the power of community, educational, and governmental networks and programs How to harness the value in under-tapped labor pools like veterans, retirees, ex-offenders, and people with disabilities And how to optimize your onboarding and retention processes In this tough labor market, where the job hunters have become the hunted, employers can’t rely on the hiring tactics of yesteryear. They have to ditch poorly placed “Help Wanted” ads and stop hiring every candidate who walks through the door. Instead, they must be thoughtful about who they want to hire, where and when they will advertise for open positions, how they want to onboard them, and why professional development matters. Read it in part or in full—this encyclopedic guide to hiring and retention has every tip and tactic you need in the common-sense language you want to quickly and easily get off the hire/train/turnover treadmill and get your business FULLY STAFFED.
Author: Roxi Bahar Hewertson
Publisher: Rowman & Littlefield
ISBN: 1538130637
Category : Business & Economics
Languages : en
Pages : 309
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Book Description
For the first time, and in one place, Roxi Bahar Hewertson provides decision makers at any supervisory level, exactly what they need to get it right every time they hire, develop, or fire someone. In today’s complex and competitive world of work, organizations simply cannot afford a mismatched new hire, a loss of top talent, or a dreaded bad ‘goodbye’ following a difficult termination. Whether working to avoid budget mayhem or preserving your company’s image, learning how to navigate the hiring and firing process is a corporate essential. Leadership expert and executive coach Roxi Bahar Hewertson provides insights and advice for avoiding these all-too-common business bumps in the road. She defines and explores the ARC employee life cycle: Acquisition (hire right), Retention (nurture right), Closure (fire right). Acquiring and retaining talent, and eventually bringing closure when employees leave, is a relational, not a transactional process. Hire Right, Fire Right successfully guides decision makers through those key interactions with new and current employees arming leaders with a powerful set of tangible tools to help ensure their organizations are well equipped to take on these talent management challenges - and win. By following Hewertson’s three systems of hiring, developing, and terminating employees, decision makers will be empowered to: Dramatically increase your company’s success rate of hiring the right people for the right job Measurably boost employee retention rates Significantly lower the risk of lawsuits, arbitrations, and damage to your organization’s reputation if things end badly
Author: Paul Falcone
Publisher: AMACOM
ISBN: 0814436706
Category : Business & Economics
Languages : en
Pages : 336
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Book Description
Products and services will change with demand, but one thing that will always be required for a company’s success is having the right people working hard for you. As a manager, are you cultivating this vital resource? Is there more you could be doing? In this accessible and practical playbook, HR expert and author Paul Falcone helps take the guesswork out of this crucial element for success. In 75 Ways for Managers to Hire, Develop, and Keep Great Employees, Falcone shows managers how to: Identify the best and brightest talent Hire for organizational compatibility Address uncomfortable workplace situations Create an environment that motivates Retain restless top performers Delegate in a way that develops your staff Every HR executive has a laundry list of things they wish managers knew--best practices that would enable the entire organization to operate more effectively. Falcone’s book 75 Ways for Managers to Hire, Develop, and Keep Great Employees has encapsulated all of this for you in a single indispensable resource!
Author: Lou Adler
Publisher: John Wiley & Sons
ISBN: 111980888X
Category : Business & Economics
Languages : en
Pages : 343
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Book Description
Discover the secrets of one of the world’s leading talent acquisition experts In the newly revised Fourth Edition of Hire With Your Head: Using Performance-Based Hiring to Build Great Teams, influential recruiting and hiring expert Lou Adler delivers a practical guide to consistently identifying and hiring the best people and scaling that process throughout your company. This book will help you address your hiring and recruitment issues, not just by making you more efficient, but also by reforming your entire process to align with how top talent actually look for new jobs, compare offers, and select opportunities. You'll discover: Discover what it takes to ensure more Win-Win Hiring outcomes by hiring for the anniversary date rather than the start date How to use a "High Tech, High Touch" approach to raise the talent bar Expand the talent pool to include more outstanding, high potential and diverse talent by defining work as a series of key performance objectives Perfect for hiring managers, recruiters, and HR and business leaders, Hire with Your Head is a must-read resource for anyone seeking to improve their ability to find, attract, and retain the top talent the world has to offer.
Author: Barbara Bruno
Publisher: Kogan Page Publishers
ISBN: 1789665167
Category : Business & Economics
Languages : en
Pages : 233
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Book Description
CATEGORY SILVER WINNER: Axiom Awards 2021 - Human Resources/Employee Training Category Despite global economic conditions, companies are always looking to attract and retain the best talent. Unfortunately, almost 30% of US job seekers leave a new job within the first 30 days. Why? Many new recruiters rely too heavily on high-tech tools to attract candidates and may not have learned the fundamental relationship-building skills that help recruiters ensure that clients and candidates are a good match. High-Tech High-Touch Recruiting provides recruiters with an end-to-end process for recruiting the highest caliber talent who, after they are hired, will become engaged employees. While emphasizing the overall importance of building "high-touch" relationship-building skills, the book outlines how these can be blended successfully with "high-tech" tools such as AI-powered software applications to identify a large pool of qualified job candidates. Once you've identified candidates, the author cautions against the sole use of text and email communication and suggests that recruiters conduct a general interview in order to better ascertain whether a candidate is the best fit for the role. High-Tech High-Touch Recruiting comes with online resources including sample offer letters, recruiting scripts, job requisitions, interview scorecard, a listing of characteristics of best hires and guidelines for a 9-step telephone interview process.
Author: Michael Travis
Publisher: Praeger
ISBN: 1440831440
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
A priceless resource for seasoned as well as first-time executives, this is the playbook that explains how to recruit better people and build stronger, more effective teams. Executives are highly motivated to get better at hiring because they know the ability to consistently identify and recruit the right people is critical to the success of their businesses—and their personal advancement. But hiring people isn't taught in business schools or executive development programs. This book provides the sorely needed and essential practical instruction that executives are not receiving elsewhere, supplying a step-by-step guide for those who want to excel at attracting and identifying talent. Covering everything from the basics of defining a job to the intricacies of managing internal politics, this no-nonsense book provides a clear roadmap through the often-daunting and pitfall-laden recruiting process. In addition to explaining how to get it right, the book provides the information and guidance readers need to identify and fix the most common problems that doom hiring efforts to failure. Debunking the idea that "some people are just great recruiters and some aren't," the author clearly identifies the steps that anyone can take in order to master the art—and science—of recruiting.
