Hire Smarter, Sell More!


Paperback: $19.95 $16.96


Hardcover: $24.95 $21.21

Click here for bulk purchases discounts.

Shipping Now.


Table of Contents

Section I: The Danger of Hiring a Toxic Salesperson
Section II: How Toxic Salespeople Get Hired and How to Avoid Them
Section III: The Four “Fits” of Sales Rainmakers
Section IV: Using Data as Another Set of Eyes in the Hiring Process
Section V: The Role of Assessments in the Sales Hiring Process
Section VI: Remember This Before You Make the Offer






Hire Smarter, Sell More!

Using Talent Analytics to Discover Sales Rainmakers and Avoid Toxic Troublemakers

by C. Lee Smith

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.


Click here to watch C. Lee Smith discusses the sections of the book.


Please Select AHAbook Content


Read this book on AHAthat



About the Author


C. Lee Smith
C. Lee Smith


C. Lee Smith helps sales teams leverage critical insights that enables them to acquire, develop and retain their best employees and customers.

He is the CEO of SalesFuel® – a sales intelligence firm he founded in 1989 that has been recognized as one of the Top 10 Sales Enablement providers worldwide by Selling Power magazine.

Lee is one of 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 2020.

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

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

He is also a certified Behavioral Analyst with expertise in 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.

Shipping Now.

Hardcover: 978-1-61699-357-3 1-61699-357-
Paperback: 978-1-61699-356-6 1-61699-356-1
eBook: 978-1-61699-355-9 1-61699-355-3

money back guarantee

We have a 100% satisfaction guarantee. If you’re not satisfied with the book you receive, please let us know and we’ll refund your money.

Press Kit / Affiliates

For book art, author pictures, or affiliate links, visit the Media Resource page.