In today’s competitive economy and a looming war for talent, recruiting and retaining great salespeople is a considerable challenge. With this in mind, How to Hire & Develop Your Next Top Performer: Five Qualities That Make Salespeople Great is designed to assist managers and recruiters in finding, choosing and developing a new top performing sales employee
by H Greenberg, H Weinstein & P Sweeney
McGraw Hill, 2001
$29.95
Given today’s competitive economy and the looming war for talent, recruiting and retaining great salespeople is a considerable challenge. With this in mind, How to Hire & Develop Your Next Top Performer: Five Qualities That Make Salespeople Great is designed to assist managers and recruiters in finding, choosing and developing a new top-performing sales employee.
The authors begin by looking at why some salespeople succeed and others don’t, and argue that age, education and even experience cannot be relied upon as valid predictors of sales success. Rather, they advocate a ‘job-matching’ approach to selecting good salespeople based on five competencies: empathy, ego-drive, service motivation, conscientiousness and ego-strength.
How to Hire & Develop Your Next Top Performer also looks at the role of the sales manager, with some interesting perspectives on why good salespeople often don’t necessarily make for good sales managers.
While the book could do with a bit more detail around the process of implementation and the development of good sales people, overall it provides some valuable insights into the makings of a successful sales force.
