Recruiting High Performance Sales TeamsYour Sales Management Guru’s Guide to Recruiting High Performance Sales Teams

What’s the number one challenge of sales management? Recruiting and hiring top talent. Where organizations have focused on quality hiring sales and revenue problems don’t exist, customer satisfaction levels are high and morale/culture is terrific. While most sales organizations focus on creating a sales process to increase sales performance, they yet fail to develop a recruiting and interviewing process that attracts ensures they Hire the Best, Not the Best Available. And then they wonder why their sales training and sales process didn’t work? The Sales Management Guru recommends sales leaders spend up to 25% of their time recruiting and interviewing-yet most have never been trained on that aspect of the job. This book has been designed to assist you in improving your skills and in building the systems and mentality required to increase the performance of your sales team. It is all about improving your odds.

We have included the tools to help you improve your performance; interview scorecards, interviewing questions, and sample job descriptions. Plus; a bonus section: the Sales Management Guru has included a sample three week new hire on-boarding process to ensure you initially train them properly and increase their ability to quickly begin to generate revenues.

Why you need this book in your sales management library:
  • Learn to develop your ideal salesperson profile
  • How to create a sales candidate funnel
  • Find out why many sales managers get fired in less than 18 months
  • Knowing the best candidates may not be looking when you are and how to find them
  • Why taking the emotion out of hiring is the key to interviewing
  • Learn how an Interview Scorecard screens out the “empty suits”
  • Why social interviewing is important
  • Why and how to use a sales case study to evaluate your candidates
  • Learn the differences in using sales assessments and why they are an important factor in selection
  • How to properly conduct a telephone interview and use scoring list to assess talent
  • Use social media to evaluate your sales candidates

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Praise for Your

Sales Management Guru's Guide

“Ken Thoreson has hit a home run the Your Sales Management Guru’s Guide series. If you want to take your sales team to the next level, read these books!”
- Jeb Blount, CEO of and
Author of People Buy You:
The Real Secret to What Matters Most in
Business and Power Principles

“If you’re a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson’s savvy advice to create a high-performance sales organization.”

- Jill Konrath, Author of SNAP Selling
 and Selling to Big Companies

“Your Sale Management Guru’s Guide is the most practical how-to book on the topic of recruiting top sales talent that I’ve read.”

 - Roberto (Bob) F. Sanchez, Managing Partner,
SunGard Consulting Services and
 former CEO & Managing
Partner of Sales Performance International

“Ken’s series of books are jammed packed with processes, systems and ideas that can be easily implemented for immediate impact.”

- Brett Clay, Author of Selling Change:
101+ Secrets for Growing Sales by
 Leading Change Praise for Your
Sales Management Guru's Guide

“No fluff, no theory, no cheerleading, just substance. In his series of Your Sales Management Guru’s Guide books, Ken Thoreson delivers solid, practical, actionable guidance for sales management success. From crafting a vision to maximizing the productivity of weekly sales meetings, Ken provides concrete recommendations that sales executives can begin applying immediately to make a positive difference in their teams’ performance. “

 - Tom Pick, Social Media Consultant
and Webbiquity blog author.

“Ken Thoreson’s Your Sales Management Guru’s books are among the best sales management books I have read.”

- Thomas J. Winninger, CPAE,
 founder of the Winninger
Institute for Market Growth Strategies.

“Quick, ready-to-use sales management tools that are right on target for today’s new 21st Century sales environment. Now more than ever, sales leadership and sales management are critical components to organizational success. Effectively
executing that role is essential. These tools are an invaluable asset to anyone who has responsibility for organizational sales success.”

- Frank Chamberlain, International Sales
Consultant and Trainer,
 President of Resource Technologies, Inc.

“Ken Thoreson applies his in-depth experience to help sales leaders do the things which need to be done - consistently and persistently. If you are serious about becoming the very best sales leader that you possibly can become, I urge you to read Ken Thoreson’s words of wisdom – and then read them again.”

 - Jonathan Farrington, CEO of Top Sales Associates, Chairman of The jf Corporation
and the creator of Top Sales World.

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Recruiting High Performance Sales Teams