How to Hire & Develop Your Next Top Performer

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.

Recent articles & video

How recruitment agency marketplaces can save time, costs in talent acquisition

Manager made redundant while on leave: Is it unfair?

Oral termination vs. dismissal via email: Which is more effective?

Work health and safety – increased activity means employers need to be proactive

Most Read Articles

2 in 3 Australians OK with date change for Australia Day

Does a change in working arrangement also change employment status?

FWC: Employees entitled to double pay for insufficient breaks between shifts