This is the first book written on hiring salespeople based upon a combined 85 years of organizational psychology research, data analytics on 2.1 million salespeople, and the best practices of top-performing sales organizations. So if you’re looking for the best books on sales and marketing that will tell your staff how to increase sales you have to read this book.
For years, some of the top business school professors and researchers have been publishing their findings in scientific journals that business executives don’t see or read. As a result, a chasm has opened between what researchers know and what businesses believe.
The lack of understanding the actual job, poorly written ads, misplaced ads, ignoring Glassdoor ratings, bias in the process, poor interview skills, misused assessments, and lousy onboarding to name a few reasons for bad hires. It’s no surprise 70% of new hires say the job was misrepresented!