Sales is the most important function to any enterprise, but small business owners and entrepreneurs have no idea how to hire salespeople, let alone hire GREAT salespeople. Many entrepreneurs and small business owners often hire salespeople based on their work experience at large corporations, or they hire salespeople based on "feelings." These common mistakes often become the reason small businesses fail within their first five years. 
Great Salespeople Aren’t Born, They’re Hired shares the secrets of hiring great salespeople for small businesses (less than 200 employees). The old methods of recruiting top sales professionals just don’t work anymore. Joe Miller, a trailblazer in the head hunting profession, presents the foolproof techniques for finding great salespeople that have fueled the success of his company, SalesKingdom, and have revolutionized the recruitment process. 
 Starting from a simple premise, the BASE, Great Salespeople Aren’t Born, They’re Hired guides you through the recruitment process. Learn how to assess not only what a candidate can offer your company, but what your company can offer a candidate. Learn why the golden ratio of 100:1 is so important to finding a perfect match. Unearth the dirty secrets of the mediocre recruiter’s usual M.O. and master effective interview techniques through extensive real-life examples, role-plays, and step-by-step instruction. 
Written in a direct, often colloquial style, this book will quickly become the go-to resource not only for those in charge of hiring, but also for the candidates who come before them.

Great Salespeople Aren't Born, They're Hired: The Secrets To Hiring Top Sales Professionals

Business & Money

Miller, Joseph

Longo, Patrick

Job Hunting & Careers

W Business Books

Why do you keep hiring the wrong people? In this book, the negative behaviors that lead to human resource nightmares and, therefore, business nightmares are identified. It presents workable solutions to develop a sound, proven recruiting strategy. This means there will be fewer problems for you, and you will have the foresight to keep it that way. Learn to be more proactive than reactive and confident that any small glitch can be fixed with a little common sense, creativity and good, old-fashioned elbow grease. This book is about the individual pursuit of excellence and how managers of an enlightened workforce, must foster this reality. 
World-class organizations are built by preparation, execution and accountability, not by luck. Each and every hiring, one candidate and one hiring decision at a time build them. Hire, Fire &amp; the Walking Dead is a tactical recruiting guide for the hiring manger as an analogy to the sales process. In an easy to follow and implement format, it lays out the five critical steps to consistently build the pipeline of talent necessary to raise the standards of the hiring process and avoid desperation hires. 
In this book learn how-to consistently: -Define the market and build a pipeline of high potential candidates; position the "product" (career opportunity) against the competition -Deliver the message with impact to potential candidates -Prospect for talent where competitors are not looking … in the "hidden candidate market" -Rigorously qualify (screen) potential hires -Close the sale and deliver the star performer every time 
If you or your managers are willing to accept accountability for hiring top talent and reduce headhunter and hiring costs in the process, Hire, Fire &amp; the Walking Dead is for you.

Hire, Fire, and the Walking Dead: A Leader's Guide to Recruiting the Best

Moran, Greg

Management & Leadership

More than 100 books have been written on branding, but none of them take you through a step by step process of building a brand. Most business leaders are overwhelmed with the day to day operations of running a business and view branding as something that should be left to the marketing department. But in fact, branding it inextricably linked to strategy and the leader of the organization must be the brand champion. This book is the only one of its kind that addresses the link between strategy and brand by using an evaluation tool (the BQ™ Test) and by teaching clients how to build a strategy-based brand. The book also uses the powerful VRIO Model introduced by Dr. Jay Barney of Ohio State University to give companies a practical way to determine their true points of differentiation and a sustainable competitive advantage in an environment of increasing complexity and competition.

What's Your BQ? Learn How 35 Companies Add Customers, Subtract Competitors, and Multiply Profits with Brand Quotient

Sellani, Sandra

Marketing & Sales

Every day, companies "promote" their top seller to the role of sales manager. However, this move isn't really a promotion, it's a job change which requires mentoring, training, and development. Rarely are those steps taken. "We'll put six people underneath you and get six times the sales." This is merely a sales fallacy as the manager has not been provided with the requisite tools to lead the team to success. They do, however, hold their sales team accountable for achieving the revenue target. Thus, sales people have been left to their own devices to make themselves successful, until now! Soar Despite Your Dodo Sales Manager, written by sales management strategist Lee B. Salz, teaches sales people how to create their own sales architecture when it has not been provided for them. He shows sales people how to create the systems they need to thrive...develop a sound-byte, design a needs analysis program, profile buying players, and much, much more. Awarded the silver medal for sales motivation and ranked as one of the top ten sales books of 2008 by The Sales Book Awards, Soar! bridges the gap between sales people and their managers by providing the tools sales people need to drive the revenue that they both desire. Told in a mentoring style, this book provides sales people with both an energy boost and a tool kit. The dodo reference is not intended to poke fun at sales managers as there is nothing funny about companies underperforming due to the systems not being in place to lead the sales team to succeed. The dodo became extinct because it was not equipped to adapt to its environment. Sales people, sales managers, and their companies share that same risk of extinction if revenue goals are not achieved.

Soar Despite Your Dodo Sales Manager

Salz, Lee B.

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