How to hire and develop your next top performer, 2nd edition : the qualities that make salespeople great / Herbert Greenberg & Patrick Sweeney.

Format:

Book

Author/Creator:

Greenberg, Herb, author.

Sweeney, Patrick, 1952- author.

Contributor:

Books24x7, Inc.

Language:

English

Subjects (All):

Sales personnel--Recruiting.

Sales personnel.

Sales personnel--Training of.

Physical Description:

1 online resource (1 v.)

Edition:

Revised and updated second edition.

Place of Publication:

New York, United States of America : McGraw-Hill Education, 2013.

Language Note:

English

System Details:

text file

Summary:

The sales management classic—updated for today’s competitive business environment Advanced digital technologies, the breakdown of traditional business barriers, and increased customer empowerment have transformed the sales profession. The future now belongs to salespeople who deeply understand, embrace, and take advantage of these unprecedented changes to enhance their relationships with their customers. What does this mean for you? You absolutely need these people on your team to succeed. And this fully updated edition of How to Hire and Develop Your Next Top Performer will show you how to find them, attract them, and retain them. It’s the key to maintaining the competitive edge now and in the future. Written by the CEO and president of Caliper, one of the world’s leading management consultancies, How to Hire and Develop Your Next Top Performer , Second Edition, delivers the proven game plan their company has used to power growth for SAP, Avis Budget Group, and thousands of other clients. Updated and revised for the age of the digitally connected customer and expanded to cover global and remote leadership topics, this one-of-a-kind guide gives you essential strategies to: Recruit and evaluate candidates via social media and other platforms Spot the qualities of top performers—and make sure the entire sales team has them Set realistic coaching goals Understand the psychology of “A” players, so you can give these stars what they need to succeed When you know how to hire, onboard, coach, motivate, and lead a powerful sales team, nothing can stop you. How to Hire and Develop Your Next Top Performer is the essential playbook for long-term sales success. Praise for How to Hire and Develop Your Next Top Performer : “We wouldn’t hire a salesperson without Caliper’s advice. If you’re concerned about recruiting the right person and driving increased profitable sales, you’ve got to read this book!” —Thomas M. Gart land, President, North America, Avis Budget Group, Inc. “This book has changed my life and, more importantly, it has changed the lives of many of my customers.” —Peter Smith, Executive Vice President of Sales and Marketing, Hearts On Fire “Caliper can dramatically improve your ability to hire and develop top performers. If you want to increase sales, read this book before your competition gets a hold of this gem.” —Gerhard Gschwandtner, Founder and Publisher, Selling Power “There is no better book on hiring and developing top performing salesp...

Contents:

Intro

Contents

Preface

Acknowledgments

A New Introduction

Part 1 The Sales Enigma

Chapter 1 The Opportunity and the Challenge

Chapter 2 So Why the Revolving Door?

Part 2 What It Takes To Succeed in Sales

Chapter 3 The Motivation to Succeed

Chapter 4 Empathy: The Guidance System

Chapter 5 Ego-Drive: The Motivational Force

Chapter 6 Ego-Strength: The Key to Resilience

Chapter 7 Integrating the Dynamics for Success

Chapter 8 Other Personality Qualities and the Job Match

Part 3 Job Matching

Chapter 9 Understanding the Sales Job

Chapter 10 Hunters and Farmers

Chapter 11 From Transactional to Consultative

Chapter 12 Job Matching: The Bottom Line

Part 4 Selecting And Hiring Top Talent

Chapter 13 Your Top Performers Are: Your Blueprint for Success

Chapter 14 Recruiting Productive Talent

Chapter 15 Screening Out the Inappropriate

Chapter 16 Psychological Testing: Gaining Objective Insights

Chapter 17 The In-Depth Interview

Chapter 18 The Final Decision

Part 5 Building A Winning Sales Team

Chapter 19 A Winning Team Starts with the Manager

Chapter 20 Getting New Employees Up to Speed Faster

Chapter 21 Sales and Sports: The Psychological Connection

Chapter 22 The Psychology of "A" Players

Chapter 23 The Marginal Producer

Chapter 24 Coaching: How Much Can You Help Someone: Improve?

Chapter 25 Learning and Development

Chapter 26 Compensating to Achieve Results

Chapter 27 What Team Building Really Means

Part 6 The Sales Manager

Chapter 28 Why the Best Salespeople Often Don't Become Great Managers

Chapter 29 Managers or Leaders?

Part 7 The Successful Salesperson In Today's World

Chapter 30 The Global Salesperson: What Does It Take to Compete In the New Reality?

Chapter 31 It's All About Motivation.

How to Discover Your Own Defining Qualities

Index.

Notes:

Includes index.

Digitized and made available by: Books 24x7.com.

Description based on print version record.

ISBN:

9786613862358

9781283549905

1283549905

9780071791656

0071791655

OCLC:

1024278930