Hire Smarter, Sell More!: Using Talent Analytics to Discover Sales Rainmakers and Avoid Toxic Troublemakers - Smith, C. Lee

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Résumé :
It's an all-too-common tale, told across just about every sales department around the world: The newest salesperson on the team has strong credentials and crushed it during the interview. But now that they're hired, they can't sell a thing! Worse, other salespeople on the team are unhappy for some reason, and their performance is slipping.
The top responsibility of a sales manager is not to make numbers. It's to build, develop, and retain a high-performing sales team (so they can make the numbers). The biggest detriment to this objective is adding toxicity to the team. Toxic salespeople often cause problems in the workplace, such as decreased team productivity and morale. Part of this book discusses why sales managers should avoid hiring toxic salespeople and how.
This book also discusses how sales managers can hire rainmakers. When a sales team is composed of not only good salespeople but also rainmakers, there's a higher chance that the company succeeds. It's important for sales managers to know what to look for when hiring salespeople and how to determine who the potential rainmakers are. This book is a great guide for sales managers, as well as recruiters, who want to hire smarter and increase their bottom line.

Biographie:
C. Lee Smith is the Sales Credibility Expert. For more than 30 years, he has helped salespeople leverage critical insights that enable them to acquire, develop and retain their best customers by building their professional credibility in what they say and do every day.

He is the CEO and Founder of SalesFuel?, a sales intelligence firm that has been recognized as one of the Top 10 Sales Enablement providers worldwide by Selling Power magazine.

Lee is one of a select few certified advisors worldwide for sales consultant Jeffrey Gitomer and was personally recognized as one of the Leading Sales Consultants by Selling Power magazine.

In addition to being a bestselling author and popular keynote speaker, he is also a C-Suite Network Advisor for sales leadership and co-host of the popular Manage Smarter(TM) podcast.

Lee is the creator of AdMall?, the leading sales intelligence platform for local media sales and digital marketing professionals. He is also the creator of the SalesFuel HIRE and SalesFuel COACH SaaS platforms for hiring and coaching your best sales talent.

He is also a Certified Professional Behavioral Analyst with expertise in consumer behavior, as well as the destructive impact toxic employees have on your sales team.

Lee is a graduate of Ohio University with a certificate in Executive Leadership from Cornell University.

When he's not in the office, Lee can be found on his bike, riding with his peloton The Honey Badgers and crushing long-distance rides to raise money for cancer research.