Lee B. Salz
It’s the revolving door on sales teams. Executives hire who 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 shows you how to stop the vicious cycle by treating hiring decisions as you would any other investment.
He 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.
The 4 Key Attributes of Every Successful Salesperson
When it comes to hiring sales professionals, executives want the right ingredients for a perfect rainmaker recipe. Regardless of experience or industry, there are four key attributes that every top salesperson possesses.
- Resilient: Rejection is par for the course in any sales career. Leading performers get up repeatedly when they’re knocked to the mat and make more calls. Top salespeople don’t take a prospect’s “no” personally – rather as a challenge to close the next deal. Resiliency also helps them to roll with the punches as changes occur in their company.
- Continuous self-improvement: During a client visit with a minor league sports team, their executives and I saw the players work on their skills from dawn until dusk. Those players were trying to take their career to the next level. Yet, when we looked at the sales team, they lacked that same commitment to continuous self-improvement – which was one of the organization’s primary problems with sales.
About the Author
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, Lee 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. Lee can be reached for consulting and speaking opportunities at email@example.com or 763.416.4321