Over the past 40 years, I’ve helped hundreds of companies train their salespeople. However, one area where I fell short was helping them make informed decisions when hiring and onboarding salespeople. In Hire Right, Higher Profits, Lee Salz presents us with solutions for both hiring salespeople who will excel in their roles, and onboarding them effectively to ensure the investment made in new salespeople yields a high return.Dr. Tony Alessandra, Hall-of-Fame Keynote Speaker and author of Non-Manipulative Selling and The Platinum Rule for Sales Mastery

Executives spend countless hours coming up with new sales strategies, yet few invest the time to find the best people to execute them. In Hire Right, Higher Profits, Lee Salz presents an easy-to-implement program that helps you select the right salespeople and create the plan needed to get them up to speed in a snap.Jill Konrath, author of SNAP Selling and Selling to Big Companies

What is presented in Hire Right, Higher Profits is not theory. We implemented this hiring and onboarding strategy in our business and it works! We made better decisions when hiring and prepared the new salespeople to sell effectively for us. As a result, we had one of our best sales years in our history. This book is a game changer!Susan Savage, CEO, Sacramento River Cats, the Triple-A Baseball team for the Oakland A’s

There are two types of sales managers: those who have hired a sales dud and those who will hire one! Hiring salespeople is like playing craps but the odds are worse. If you’re not going to hire right, you might just as well toss a coin and save yourself a lot of time. On the other hand, if you want to hire right, read this book. No, don’t just read this book, digest it. In this tightly written book, “Doctor” Salz give you the prescription for avoiding hiring headaches. Here, in an easy to read and easy to digest format, is the process for hiring people who can sell something other than themselves. The process not only outlines how to hire them, but tells you what you need to do to get them up to speed and making money for you. I’m a strong advocate of the process that Lee outlines because I’ve seen it work time and time again. It’s worked for others and it can work for you. Buy it. Read it. Profit from it.Brian Jeffrey, Sales Management Consultant, Quintarra Consulting Inc.

Publicity can open doors to new sales, but it usually takes a talented and well-trained salesperson to make the sale. Hire Right, Higher Profits will show you how to get the right people onboard and train them well so you can profit.Dan Janal, president and founder, PRLEADS.com and author of Reporters Are Looking for YOU!

This is a highly focused piece of work with very clear, very practical value to those hiring salespeople. The return on investment of time put into implementing the concepts in Hire Right, Higher Profits will be very high.George Bradt, Managing Director, PrimeGenesis Executive Onboarding

Hire Right, Higher Profits is a philosophy, business strategy, and one of the best books of the year. Lee Salz has the perfect experience and wisdom to write it.Patricia Fripp, CSP, CPAE, Past President of the National Speakers Association

Lee Salz’s new book, Hire Right, Higher Profits, should be required reading every sales manager whether he or she is in the process of hiring new salespeople or managing their existing sales force. A practical book and a great read!Barry Siskind, author of Powerful Exhibit Marketing

For every busy sales leader today taking time out to read even the best of books is a hard pill to swallow. But I know Lee Salz, so when he asked me to review Hire Right, Higher Profits, I agreed. I fully expected to skim over the book landing my eyes only on the points that really popped. Then I read the first chapter and the story he told was like a great big splash of AHA. So, onto the second chapter and WHOOSH another giant splash. I was happily bathing in a convincing perspective on why hiring right is the key to higher profits. Thankfully, Lee offers a warm towel of HOW TO DO IT and just as important, how to keep doing it. You will enjoy this book. You’ll learn from this book. And your company will benefit from this book.Nancy Nardin, CEO, Smart Selling Tools and Sales Productivity University

Any company looking for a proven sales onboarding process should start with Hire Right, Higher Profits. Hiring the best candidate is only the beginning; the onboarding process that follows is what makes or breaks the success of both the salespeople and the company.Vincent Melograna, former Sales Training Manager, Oki Data Americas, Inc.

In Hire Right, Higher Profits, Lee Salz succinctly lays out the challenges that sales managers, and the companies they work for, face when attempting to recruit top sales talent. Lee then gives solid advice that you can take to the bank (and I mean that literally) to assist you in finding and recruiting the right salespeople in order to close more business and increase your sales and profits. A MUST read for any executive and sales leader!Jeff Goldberg, President, Jeff Goldberg & Associates

Lee has addressed, in my opinion, one of the most vital issues in the world of sales. Recruiting the right person is directly proportional to retention, and Lee puts this into excellent perspective. He has covered every facet of onboarding the right people and making sure they are positioned for success. If you are churning and burning salespeople, Hire Right, Higher Profits will help you end the madness!Stu Schlackman, author of Four People You Should Know

While BlitzMasters helps salespeople master phone skills, we need to have the right people for the roles. All of the sales training in the world cannot fix poor sales hiring practices. In Hire Right, Higher Profits, you learn how to make smart decisions before you extend an offer and how to make your new salesperson a success.Andrea Sittig-Rolf, Chief BlitzMaster & CEO, BlitzMasters

Lee Salz is a visionary, sales management strategist who truly understands the role of a salesperson and how a company’s leadership can either support or sabotage its sales team’s efforts. This book will help company leadership understand and develop the right sales hiring and onboarding experience for profitable growth.Janet Boulter, Business Advisor, Center Consulting Group

Don't hire another salesperson without first reading this book! When you have the right people on your team, you'll see the positive impact it makes on your bottom line!Mark Hunter

Lee Salz does it again! He blends practical advice with deep insights gained over years of sales management experience to give a treasure trove of information on what to do and not do when hiring sales professionals.Rick Olson, President/CEO, KRM Information Services, Inc.

Lee Salz has written the definitive tour de force resource for hiring and onboarding strategies in his new book Hire Right, Higher Profits. The book is a no-nonsense, in-your-face analysis of how flawed and outmoded hiring processes can bring your company, to its financial knees. Salz introduces his ‘revenue investment’ strategy for hiring and creating effective and successful sales people and sales teams. This powerful methodology creates a collaborative partnership between sales person and hiring manager, resulting in less turnover and greater success in meeting sales objectives. This book is a must-read for C-level executives as well as sales managers. It will forever change your corporate sales culture and provide a solid hiring process and roadmap for identifying those sales reps best aligned to help you meet your - and their - revenue goals.Babette N. Ten Haken, Founder & President, Sales Aerobics for Engineers ®, LLC,, author of Do YOU Mean Business?

Lee Salz has presented a comprehensive and easily read set of sales hiring and onboarding guidelines that ensure maximum success and minimum cost. I found Hire Right, Higher Profits to be an excellent guide for both the new and existing sales manager aiming for sales success.Geoff Keifer, Keifer Consulting

Organizations make investments in the math and science behind analyzing customer buying processes and developing the right sales process to grow revenue. Yet, too many executives continue to approach hiring the sales force as an artful act of intuition. The shift in approach from hiring salespeople to investing in revenue is a proven strategy for highly successful businesses. Any executive responsible for the sales function stands to greatly accelerate revenue and profit growth after implementing Lee’s model and practices.Diahn Hevel, CEO, Hevel +Co

"Lee Salz has hit another home run. Everything you need to know about hiring, onboarding, training, and making your salespeople productive is contained in this book. Lee makes it perfectly clear why hiring salespeople is one of the most important decisions a company can make. I wish this book was available when I started in sales management. No one in sales management should be without this valuable and insightful book. Thanks Lee."Garrett Colbert, Director of Sales and Business Development , Civicom

"Making great hiring decisions is critical to any sales manager. Yet too many managers treat hiring very lightly, spending more time managing discretionary budgets than the significant investment they make in their salespeople. Lee Salz provides a thoughtful guide on the 'investment' decisions sales managers make when recruiting, hiring, and managing for performance. Be prepared to be a little shocked as you reflect on hiring mistakes you may have made in the past. But know that in Hire Right, Higher Profits, you have a detailed guide to changing that and dramatically improving the decisions you make on future hires. Lee provides a thoughtful guide to dramatically improving the quality of your hires and ensuring their success in your organization. This is a must read and must execute for every sales manager."David Brock, CEO, Partners In Excellence

"One of my star sales manager clients once said, 'Hire brilliantly. Train relentlessly.' In twenty-five years of sales and presentation training, her philosophy has been demonstrated over and over again. In his latest book, Lee Salz expertly demonstrates how to hire brilliantly. A must read for every sales manager interested in maximizing revenue."Anne Miller, author of The Tall Lady With the Iceberg: the power of metaphors to sell, persuade & explain anything to anyone

"In your hands you hold the blueprint for what you need to know and what you need to do to hedge your hiring bets. Lee provides a new perspective, along with tangible tools for building a team that can dominate your market."Mark LeBlanc, President of Small Business Success , author of Growing Your Business and Never Be the Same

"Hire Right, Higher Profits is just plain fantastic. It has the rare combination of being jam-packed with practical information that will make a huge difference, being fun to read and easy to absorb. After reading this book, I found myself thinking ‘I wish all business books were written this well and had this quality of information.’ Whether you are looking for a big picture, strategy perspective shift that will make a big difference, or practical drill-down ‘do this’ tactics, you will find Hire Right, Higher Profits to be a goldmine of actionable recommendations. This book should be on EVERY smart sales managers desk."David Lee, founder of HumanNature@Work and OnboardingHero.com

"Lee Salz provides a thorough look at hiring salespeople. Expect your long-held beliefs about how to bring on a successful employee to be challenged."Todd Raphael, Editor in Chief at the recruiting media company ERE (ere.net)

"Lee Salz's new book, Hire Right, Higher Profits, presents a powerful message - an investment in the sales force is an investment in revenue. It’s important to take the time to do it right."Bill Hettinger, author of Finance Without Fear

When hiring salespeople, if you make wrong decisions or don’t train new hires correctly, you can set back your company’s goals by many months…or worse. In Hire Right, Higher Profits, Lee Salz gives you the instruction manual — the inside secrets — to hiring, onboarding, and ensuring the people on your sales team are motivated and optimized to meet and exceed your sales goals. If you’re a hiring manager at a Fortune 500 firm or a CEO of a small business, you’d do well to put into practice Salz’s proven techniques to attract and retain those rare sales individuals who will help take your company to the next level.Sam Richter, best-selling author and top-rated sales success speaker, www.samrichter.com

What is shared in Hire Right, Higher Profits is not your typical sales management theory, but rather practical and useful processes that really works. How do I know? I implemented this methodology with my sales team. Not only did the new salespeople get up to speed faster, they sold at higher levels than other teams.Donna G. Kirtz, award-winning sales management executive

Anyone connected with sales will benefit from reading this book. Lee provides a compelling argument for investing in revenue rather than just hiring salespeople. In Hire Right, Higher Profits, Salz gives sales managers and C-level executives a road map for creating a successful sales force and protecting that investment in revenue. And every salesperson who wants to take his/her game to the next level will appreciate this straightforward path to meeting and beating sales expectations.Lorraine Howell, author of Give Your Elevator Speech a Lift!

In Hire Right, Higher Profits, Lee Salz presents a comprehensive A to Z how-to guide for two of today’s toughest challenges – hiring the right sales talent and getting new salespeople up to speed. Lee examines the many aspects impacting our hiring decisions and provides clear, easy to follow methodologies to help you develop a strategic, proven process to insure you hire right.Larry Reeves, Co-Founder and Chief Operating Officer, American Association of Inside Sales Professionals

In Hire Right, Higher Profits, Lee Salz provides real-world advice and a logical structure to hiring and onboarding that will complement your intuitive process for finding ‘Heavy Hitter’ sales reps and arming them with the tools to succeed.Steve W. Martin, Founder, Heavy Hitter Sales Training

As a small business owner for over 20 years, I can tell you that trying to hire and onboard the right salesperson is the single most difficult task I face. Lee's book provides you with step-by-step guide to implement this strategy, resulting in a highly successful and profitable sales force. I love the concept of 'Revenue Investment.' It's a game changer!Steve Kloyda, Founder, The Prospecting Expert, Inc.

The ‘gut feel’ method of hiring salespeople is deader than a bag of hammers. Lee Salz has created a must-have proactive guide to help leaders at all levels think through the process of preparing for, selecting, and onboarding top sales talent. Don’t make another ‘revenue investment’ until you read this book!Bill Guertin, sales training expert and CEO, The 800-Pound Gorilla

This is a must read for anyone who has ever made a hiring mistake … and anyone concerned about making one. In a sea of books on ‘hiring right,’ this is the only one that goes beyond creative interviewing questions and includes the important and often overlooked topic of onboarding new hires effectively into their roles. Hire Right, Higher Profits is the most complete guide to building a successful sales organization I have found in more than twenty years in business.Merit Gest, President & Professional Onboarding Specialist, Merit-Based Development, Inc.

Totally comprehensive resource for leaders focused on sales revenue.Scott P. Plum, President, the Minnesota Sales Institute

'I want the truth!'... 'You can’t handle the truth!' That scene from A Few Good Men hit me as I was reading Hire Right, Higher Profits. Lee Salz defies conventional wisdom by looking at hiring and onboarding salespeople as a true 'investment.' He identifies the overlooked and hidden mistakes companies make and what it really takes to hire successful salespeople. In my twenty-three years of helping companies increase sales force performance, I have never seen the science and process of hiring and onboarding salespeople so well defined. This is a must read for sales managers, recruiters, human resources professionals, entrepreneurs or anyone involved in hiring salespeople.Andy Miller, Co-Founder, Big Swift Kick, www.BigSwiftKick.com

Don’t hire. Invest! Hire Right, Higher Profits introduces this revolutionary approach to hiring and onboarding salespeople. Get ready to be challenged — top performers don’t come with a book of business; there are no perfect salespeople; and, don’t just look for sales talent when you need. These are just a few of the concepts Salz teaches in this book. An engaging read with a step-by-step process for your Revenue Investment 360. It’s every manager’s handbook.Joanne S. Black, Founder, No More Cold Calling™

So you know how to hire top salespeople, right? Or is this one of your greatest challenges? Lee Salz gives you the answers to these challenging issues and I know these ideas work because I and my clients utilize them. The Revenue Investment 360 is a great tool for any hiring, but even more valuable for high-performance sales. The couple of hours it takes to read Hire Right, Higher Profits can change your sales management career overnight! You might even sleep better or just reduce your frustration level over sales performance. But nothing will change until you read the book.Harlan Goerger, President, AskHG, Sales and Leadership performance, author of The Selling Gap and Bypassing NO in Business

"I love the title and love the book! Lee tackles one of the most important roles of a sales manager – hiring and onboarding the right salespeople. So much time, effort and investment are put into improving the performance of the sales team after they are in the field. Imagine how much more sales you could generate if you could hire only the right salespeople and get them off to a running start. If that sounds enticing, I would recommend that you read Lee’s book over and over again."Steven A Rosen, MBA, author of 52 Sales Management Tips - The Sales Managers’ Success Guide

Once again Lee over delivers! Half of Hire Right, Higher Profits helps you avoid million-dollar mistakes when trying uncover the RIGHT sales producers for your sales team from the WRONG ones who are simply strong interviewees. The other half of the book represents another nugget by itself. Are you wondering how to get your new salespeople up to speed faster? Stop right there and buy Lee's book instead. Here's your onboarding process AND early warning system ‘done for you’ and for your salespeople at the same time by Lee. Inspect the progress of your "newbies" weekly by following each chapter and you will double your rate of return on investment in no time.Philippe Le Baron, author of Transforming Lions™ online bootcamp and Creator of the

Lee's book Hire Right, Higher Profits helps businesses and managers understand that hiring a sales professional is tantamount to making an investment in revenue. The book is a helpful tool and roadmap that should be referred to often for businesses seeking to maximize their return on their sales investment.Marc Maloy, Senior Vice President, Sales and Business Development, Instructure

Hire Right, Higher Profits, by Lee Salz, is an incredibly valuable book for any business owner or sales manager looking to create a winning sales force. The information is specific, clear, and actionable – three things I LOVE in a book! Lee melds true stories with the truth, providing the reader with a reality check that is critical to good decision making. He dispels the myths many of us have embraced about what a great sales person looks like. If you want to hire right, keep this book close at hand. You’ll be sure to realize higher profits as a result.Diane Helbig, Business Coach, Seize This Day Coaching

Hire Right, Higher Profits is essential reading for anyone interested in increasing the effectiveness and profitability of their sales force. Lee Salz makes a compelling case for looking at salespeople as an investment in future revenue. From this investment mindset, Lee details a proven sales hiring and onboarding process. I highly recommend this book.Tuck Mixon, Sales Hiring Expert and President, Trinity Marketing Systems

Once again Lee Salz has brought a sane and practical view to the world of sales, in this case, by pointing out what should perhaps seem obvious – that sales positions require certain competencies that can vary from company to company, and that salespeople, like the others you employ, may require (and perhaps are entitled to) development opportunities.Sarah Day, Management Advisor and author of the Parent Your Business blog

Statistics that short-circuited my mind from Hire Right, Higher Profits are: 'the attrition rate among B2B salespeople hovers around 25 percent, while nearly 50 percent of salespeople don‘t deliver on their revenue targets,' and '...depending on the industry, somewhere between a fifth and a third of salespeople aren't suited to the roles that they were hired to perform. That means that no matter how much technology, coaching, training, support, incentives, and assistance you provide, they will never make their numbers.' If those statistics cause your jaw to drop, as they did mine, Lee Salz’s masterpiece is going to be a paradigm changer in how you choose your salespeople. If you operate a sales organization, it just may be the most important book you'll ever read! I can’t urge you enough to order it now; you’ll be glad you did!Robert Terson, CEO of Sellingfearlessly.com and author of Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson

This book provides invaluable, innovative insights and processes for anyone interested in hiring with optimal potential for productivity, profitability and personal satisfaction, The clarity of Salz’s Revenue Investment Evaluation Program and the Performance Factor Portfolio greatly increase possibilities for getting the right people, at the right time, in the right places, on the right team to get the results you dream of. Cutting-edge, experienced-based strategies from Lee Salz demonstrate that he truly deserves and delivers on his title of Sales Architect! Wise leaders will recognize that they need Lee's wisdom to build a business that optimizes sales, satisfaction and success for all concerned. Read this book before you hire another person!Rhoberta Shaler, Ph.D., author of Wrestling Rhinos: Conquering Conflict in the Wilds of Work, and the forthcoming book, What Other People Do is Not About You: Becoming Self-Aware & &q

From the moment you read Hire Right, Higher Profits you are guaranteed results. This book is a no nonsense approach to the practical, insightful and resourcefulness of Lee Salz. If you are involved in sales and are not getting the results you want or if your team is not delivering then get this book. These ideas provide you with the pathways to success.Drew Stevens, Ph.D., Stevens Consulting Group

I have read only a few exceptional books on sales and Lee’s new book Hire Right Higher Profits has been added to that list. Every CEO, VP of Sales and hiring manager I work with will receive a copy. It is absolutely the best book I have ever read on the failures most companies have hiring salespeople and how to avoid them. Everyone deserves to have great salespeople and you will ... if you hire following Lee’s advice.Alice Heiman, CSO of Alice Heiman, LLC – Let’s Talk Sales!

Hire Right, Higher Profits tackles a difficult issue for most firms, namely the effective hiring and onboarding of salespeople. Using personal examples and drawing from his extensive expertise, he offers practical, actionable advice that will help any sales organization make the most of its most important revenue investment: the sales force. It’s a great read!Dawn Deeter-Schmelz, J.J. Vanier Distinguished Professor, Director, National Strategic Selling Institute, Kansas State University

The most insightful and most complete book on hiring the RIGHT salesperson I have ever seen (or read). If you need great salespeople, this book is not an option, it's an imperative!Jeffrey Gitomer, Author of 21.5 Unbreakable Laws of Selling

"Lee hits poor hiring practices on the head and dispels their attraction. If you don't want your profits to depend upon hope and luck then I highly recommend putting his vast experience to work for you in hiring and developing salespeople."Nick Vaidya, Managing Editor, The CEO Magazine

Hire Right, Higher Profits revolutionizes sales hiring and onboarding processes leading to reduced time to revenues. A must read for sales leaders!Gerhard Gschwandtner, Publisher, Selling Power magazine

One size does not fit all when it comes to hiring salespeople. Hire Right, Higher Profits will help you cut through the chaos and get the right salespeople onoard every time. Revenue Investment 360, Performance Factor Portfolio, Revenue Investment Evaluation Program are just a few of the must-have tools Lee Salz provides in this book. Bottom line: no sales manager whether a novice or seasoned professional should make another hiring investment until they’ve read this book.Regina Barr, Founder and CEO, Red Ladder, Inc & Founder, Women at the Top® Network

Unless your product sells itself, your sales force determines your ultimate success. Lee Salz is spot on in his assessment of the importance of viewing salespeople as a major investment in your business.Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

Have you ever thought of adding a salesperson to your team as a 'revenue investment' made by the company? Well, you should, especially if you want to build a sales organization where 80 percent of your teams deliver 125 percent of the revenue target. In Hire Right, Higher Profits, author Lee Salz offers a proven strategy for hiring salespeople who will excel in their roles and onboarding them effectively. Learn everything from how to undertake the Revenue Investment 360 and develop the Performance Factor Portfolio to evaluating candidates, making a decision, and protecting that investment. I'm sold!Lorri Freifeld, Editor-in-Chief, Training magazine

Every sales manager knows that you can’t build a team of champions without the right players. However, what most managers don’t realize is that building a winning team begins with upgrading your recruiting and interview process. Making the right hire requires a distinct skillset, which is why it’s essential to have a world class, comprehensive hiring process in place; something that, surprisingly, very few companies have. Lee dispels many of the myths around what it takes to hire smart and provides a roadmap to ensure hiring success. A must-read for anyone planning to hire salespeople.Keith Rosen, CEO of Profit Builders and author of the award-winning book, Coaching Salespeople into Sales Champions

Lee Salz has done an excellent job of mixing stories with the key actions and behavior changes that need to be done by executive management. If you are looking for the “Super-Secret” to successful sales leadership, then this is not the book for you. However , if you are an executive who wants to learn how to transfer much of your ‘“work’ into processes that make you and your team more effective, then this is the book for you. Hire Right, Higher Profits provides you with stories and facts on what poor hiring can do, and best of all it demonstrates our mistakes with many of the tactics we use today and where more knowledge can help us make better decisions. This is a book that if read once, and then read chapter by chapter, will change your entire look at sales hiring and onboarding. It will give you information on how to do it, as well as how to ‘sell’ it to upper management. You won’t be able to put the book down, or cheat and go to the last page because the realistic examples and the forms he produced to help your thinking are invaluable.Coach Jim Hughes, CEO Sales Leadership Consulting

Hire Right, Higher Profits provides the step-by-step methodology to effectively hire and onboard salespeople impacting both the top and bottom line of your business. It’s a must read for anyone with P&L responsibility.Paul Nolan, Editor, Sales & Marketing Management magazine

Hire Right, Higher Profits is an outstanding practical reference guide to help you realize greater ROI on sales executives through smarter hiring and onboarding. We're making it required reading for our human resources and sales managers.Nicole Honey, Editor, ThinkSales Magazine