I downloaded this book to look at the personality types -- not from a sales point-of-view -- but more from a team leadership perspective. In all honesty, I was drawn in by the artwork representing the 13 types found in the appendix, not in the main workbook section of the text. Smith's personality types cross genres and are not limited to hiring (and avoiding) people just for sales roles.
This is a THiNKaha book, and it is clearly designed to be not read and put away, but accessible to visit again and again as candidates are considered. A nice touch for sure.
Hire Smarter, Sell More! is broken into six distinct sections, all looking at hiring people from a personality assessment angle and attempting to give hiring managers a spectrum of persona's which they will encounter when recruiting talent. As mentioned, I found more value in reading the appendix than I did in the actual book, which is not a bad thing!
Each chapter starts with an infographic with links to social discussions of the topic. As the book was just released at the time of this review, there was no social discussion to peruse, but I would expect that to change as more people give this book some time.
Another thing that I really enjoy about the format is that it's presented more as a workbook (outside of the appendix) and it's clear that Smith intends to publish this in conventional format so the reader can take notes in each section.
The chapters are well done, with focus on six specific considerations
1. The Danger of Hiring a Toxic Salesperson
2. How Toxic Salespeople Get Hired and How to Avoid Them
3. The Four "Fits" of Sales Rainmakers
4. Using Data as Another Set of Eyes in the Sales Hiring Process
5. The Role of Assessments in the Sales Hiring Process
6. Remember This Before You Make The Offer
You don't have to be hiring sales professionals to get significant value out of Hire Smarter, Sell More!, it applies to any hiring strategy.
Not to mention what I got the most value from. Read each personality type closely, and don't just use it for new hires. Use it for your entire team - yourself included. That exercise alone will be well worth the time.
The graphics throughout the book are of high quality and exist more as simple (and printable) reminders of what to consider when recruiting talent.
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