How to Hire and Develop Your Next Top Performer: The Four Factors That Make Great Salespeople - Hardcover

Greenberg, Herbert; Weinstein, Harold; Sweeney, Patrick

Hardcover

ISBN 10: 0071362444 ISBN 13: 9780071362443

Publisher: McGraw-Hill Inc.,US, 2000

Synopsis

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.

About this title

From the Back Cover

Experts show how to hire the right people the first time--every time

For over four decades, Caliper has helped more than 25,000 companies worldwide identify the most promising applicants and develop their current staff. With the Caliper Profile--a phenomenally precise psychological assessment test, How to Hire and Develop Your Next Top Performer will give you the tools to find and retain the best salespeople--those who will really produce for your company, now, and for years to come.

" This book should be on the desk of anyone interested in creating the best sales organization possible." Ed DiSalvo, Senior VP Corporate Accounts FedEx Corporate Services, Inc.

"We wouldn't hire a salesperson without Caliper's advice. If you're concerned with increasing sales, you've got to read this book." Thomas J. Byrnes, Senior VP of Sales Avis Rent A Car

"A must read. This book can save you a lot of wasted time and energy in the hiring process, while increasing your success rate dramatically."--Bridget Macaskill, President and CEO, Oppenheimer Funds

About the Author

Herb Greenberg is founder and president of Caliper has published extensively, including in the Harvard Business Review.

Harold Weinstein is COO of Caliper and an active consultant, writer, and speaker.

Patrick Sweeney is the executive vice president of marketing at Caliper.

Edition details

• Publisher: McGraw-Hill Inc.,US
• Publication date: 2000
• Language: English
• ISBN 10: 0071362444
• ISBN 13: 9780071362443
• Binding: Hardcover
• Number of pages: 256