The Perfect Hire: A Tactical Guide to Hiring, Developing, and Retaining Top Sales Talent

by Katherine Graham-Leviss

Overview

How many sales candidates have you hired for their technical skills only to fire for their bad attitude? How many experienced sales hires have you had to let go for poor on-the-job performance? Whether you’ve experienced such scenarios or you hope to avoid them, the takeaway is simple—the perfect hire requires more than technical skills and experience.

Sales strategist Kathi Graham-Leviss invites you to stop the revolving door of sales hires and arms you with the critical steps to choosing the perfect hire—every time. Utilizing proven best practices—revealed from the latest research in sales performance drivers—learn how to assess soft skills, problem solving abilities, and behavioral attributes, in addition to technical know-how, to select candidates who are well matched for the job, not just well qualified.

Uncover the secrets to creating a successful hiring methodology that enables you to:

• Attract quality candidates
• Screen for high performers
• Predict on-the-job success
• Select the perfect hire
• Increase productivity
• Reduce turnover
• Increase Profits

Be it time, money, opportunities lost—the cost of finding and hiring a new sales employee is significant. Stop spending on poor prospects and start profiting with the perfect hire!

Product Details

ISBN-13:	9781613081204
Publisher:	Entrepreneur Press
Publication date:	08/15/2011
Sold by:	Barnes & Noble
Format:	eBook
Pages:	240
File size:	2 MB

About the Author

Kathi Graham-Leviss is the founder of XB Consulting, www.xbconsulting.com. Following years of management consulting and the establishment of her own company, she took that experience and pioneered a state-of-the-art multidimensional approach to help companies hire, manage, and retain their most valuable talent. Working with a team of scientists and psychologists, she developed XC InSight, a competency-based selection and development system for measuring human performance. Graham-Leviss is also a respected keynote speaker, trainer, and executive coach, priding herself on helping others hire the very best talent for their companies.

Table of Contents

Getting to the cream How to focus your talent Acknowledgments The Challenge Chapter 1 Making Informed Decisions Chapter 2 Step 1: Define the Job Chapter 3 Step 2: Benchmark the Job Chapter 4 Assess Competency, Cognitive Abilities, and Values Chapter 5 Step 3: Screening and Interviewing Chapter 6 Step 4: Assess Your Top Candidates Chapter 7 Case Study: Comparing Multiple Candidates Chapter 8 Step 5: Develop Your Sales Talent Chapter 9 Case Study: Sales Team Analysis Chapter 10 Assessing Behaviors and Thinking Styles Chapter 11 Retain Your Top Talent Afterword: The Solution

Kathi Graham-Leviss is the founder of XB Consulting, www.xbconsulting.com. Following years of management consulting and the establishment of her own company, she took that experience and pioneered a state-of-the-art multidimensional approach to help companies hire, manage, and retain their most valuable talent. Working with a team of scientists and psychologists, she developed XC InSight, a competency-based selection and development system for measuring human performance. Graham-Leviss is also a respected keynote speaker, trainer, and executive coach, priding herself on helping others hire the very best talent for their companies.