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How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great

1st Edition
0071374531 · 9780071374538
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US$22.46
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The Sales Enigma.

The Opportunity and the Challenge.

So Why the Revolving Door?

What It Takes to Succeed in Sales.

The Motivation to Succeed.

Empathy: The Guidance System.

Ego-Drive: The Motivational Force.

Service Motivation: The Emerging Factor.

Conscientiousness: The Discipline from Within.

Ego-Strength: The Key to Resilience.

Integrating the Dynamics for Success.

Job Matching.

Understanding the Sales Job.

Hunters and Farmers.

Other Personality Qualities and the Job Match.

Job Matching: The Bottom Line.

Building a Winning Sales Team.

Inside the Team.

Sales and Sports: The Psychological Connection.

Building from Your Best.

The Marginal Producer.

Training and Compensating to Achieve Maximum Productivity.

Non-traditional Sources of Sales Talent.

Recruiting Productive Talent.

Screening Out Those Who Are Inappropriate.

Psychological Testing: Gaining Objective Insights.

The In-Depth Interview.

The Final Decision.

The Sales Manager.

Why the Best Salespeople Often Don't Become Great Managers.

Managers or Leaders.

Matching Sales Dynamics to Specific Industries.

An Agency's People: The Bottom-Line Advantage.

What It Takes to Succeed in Life Insurance Sales.

Locking the Real Estate Revolving Door.

Automotive Sales: Then and Now.

Banking on People: The Key to the Bottom Line.

High-Technology Consultative Sales: The New Breed.

The Successful Salesperson in Today's World.

It's All Motivation.