Hire Performance: Recruiting a Winning Sales Team - Softcover

Barnett, Dr. Dave

Softcover

ISBN 10: 0972909907 ISBN 13: 9780972909907

Publisher: Academy of Market Intelligence, 2003

Synopsis

Hire Performance: Recruiting a Winning Sales Team is a practical, must-read for sales managers, recruiters, and anyone else who has struggled with making successful sales hires.

Many (if not most) companies have losing records when it comes to recruiting sales winners. The national average for turnover among salespeople is running close to 50%. The cost of that failure in time, energy, morale and money is staggering.

But it doesn't have to be that way. Those tasked with building winning sales teams can do a better job if they will read this book, heed its advice, and use its tested, trusted SalesMAP™ program with potential new hires.

Not content with guesswork or old wives' tales, Dr. Dave Barnett has spent the last 10 years researching what differentiates top performers and also-rans in sales organizations large and small. Hire Performance distills that wealth of knowledge gained from research into a compact, easy-to-read, volume. This book will probably disappoint intellectuals and academics, but will be greatly appreciated by busy managers, recruiters and anyone fighting in the front-lines of business to increase sales.

Hire Performance rescues sales selection from hiring on the basis of intuitive feelings about candidates and roots recruiting in a scientifically proven system.

Topics include:

Confronting Your Recruitment Reluctance
Strategic Recruiting
Sales Productivity 101
Designing Your Compensation Plan
Where to Look for Qualified Candidates
How to Write a Sizzling Recruitment Ad
Getting What You Really Need from Resumes
Improving Your Behavioral Interviewing Skills
Making the Offer
Using Sales Hiring Tests
...and more.

About this title

About the Author

Dr. David K. Barnett is the developer of the world's first and only validated, multi-platform sales assessment available on the world-wide web. With more than 30 years of sales and sales management experience, Dr. Barnett is uniquely qualified to help salespeople and sales organizations reach new levels of productivity.

In addition to a Master's degree in psychology, Dr. Barnett holds an earned doctorate in Organizational Management from McCormick Seminary at the University of Chicago. He is an ordained minister and has taught leadership and conflict management at both graduate and undergraduate levels.

He has partnered with Fortune 500 companies and many smaller businesses to implement professional training and selection programs to not only build sales, but to build up salespeople and their managers.

Edition details

• Publisher: Academy of Market Intelligence
• Publication date: 2003
• ISBN 10: 0972909907
• ISBN 13: 9780972909907
• Binding: Paperback
• Language: English
• Number of pages: 171