Cover image for How to hire and develop your next top performer : the five qualities that make salespeople great
Title:
How to hire and develop your next top performer : the five qualities that make salespeople great
Author:
Greenberg, Herbert.
Personal Author:
Publication Information:
New York : McGraw-Hill, [2001]

©2001
Physical Description:
xiii, 274 pages : illustrations ; 24 cm
Language:
English
ISBN:
9780071362443
Format :
Book

Available:*

Library
Call Number
Material Type
Home Location
Status
Central Library HF5439.65 .G74 2001 Adult Non-Fiction Non-Fiction Area
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Summary

Summary

This work tells managers how to hire right - the first time. It shows managers the real things to look for when hiring or promoting, instead of relying upon experience or some of the other classic hiring myths. The authors identify and explain the four proven factors that will predict an employee's success in sales: empathy, ego-drive, service motivation and ego-strength. They also provide key insights on job matching, team-building, leadership and the successful sales traits for specific industries.


Table of Contents

Acknowledgementsp. xi
Part 1 The Sales Enigmap. 1
1. The Opportunity and the Challengep. 3
2. So Why the Revolving Door?p. 9
Part 2 What It Takes to Succeed in Salesp. 17
3. The Motivation to Succeedp. 19
4. Empathy: The Guidance Systemp. 00
5. Ego-Drive: The Motivational Forcep. 30
6. Service Motivation: The Emerging Factorp. 34
7. Conscientiousness: The Discipline from Withinp. 38
8. Ego-Strength: The Key to Resiliencep. 43
9. Integrating the Dynamics for Successp. 47
Part 3 Job Matchingp. 51
10. Understanding the Sales Jobp. 53
11. Hunters and Farmersp. 61
12. Other Personality Qualities and the Job Matchp. 64
13. Job Matching: The Bottom Linep. 75
Part 4 Building a Winning Sales Teamp. 83
14. Inside the Teamp. 85
15. Sales and Sports: The Psychological Connectionp. 95
16. Building from Your Bestp. 102
17. The Marginal Producerp. 107
18. Training and Compensating to Achieve Maximum Productivityp. 112
19. Non-traditional Sources of Sales Talentp. 119
20. Recruiting Productive Talentp. 132
21. Screening Out Those Who Are Inappropriatep. 138
22. Psychological Testing: Gaining Objective Insightsp. 146
23. The In-Depth Interviewp. 158
24. The Final Decisionp. 169
Part 5 The Sales Managerp. 173
25. Why the Best Salespeople Often Don't Become Great Managersp. 175
26. Managers or Leadersp. 188
Part 6 Matching Sales Dynamics to Specific Industriesp. 199
27. An Agency's People: The Bottom-Line Advantagep. 201
28. What It Takes to Succeed in Life Insurance Salesp. 213
29. Locking the Real Estate Revolving Doorp. 222
30. Automotive Sales: Then and Nowp. 231
31. Banking on People: The Key to the Bottom Linep. 249
32. High-Technology Consultative Sales: The New Breedp. 256
Part 7 The Successful Salesperson in Today's Worldp. 261
33. It's All Motivationp. 263
Indexp. 269

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