October 2024
Beginner
368 pages
7h 53m
English
book
The Harvard Business Review Sales Management Handbook
by Prabhakant Sinha, Arun Shastri, Sally E. Lorimer
Content preview from The Harvard Business Review Sales Management Handbook
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5. Hiring and Onboarding for Speed and Impact
When we ask sales leaders, “What percentage of your salespeople are excellent?” the normal range of answers is only 20 percent to 30 percent. There’s no question about it, hiring the right people, and enabling them to succeed, is hard. If you have ten salespeople on your team today, in a year two to five of them will most likely be gone—promoted or off to another job. You’ll have to hire their replacements. That’s why sustained success depends on your ability to bring quality and speed to hiring.
Salesperson hiring is a responsibility shared between headquarters—typically a hiring manager from sales or HR—and sales managers. The hiring manager’s role is to create job profiles, post jobs, screen ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.