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

Book Description

The completely revised edition of the landmark sales management classic updated for today’s competitive business environment How to Hire and Develop Your Next Top Performer, Second Edition will keep your organization a step ahead of the competition.

Table of Contents

  1. Cover
  2. How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition
  3. Copyright Page
  4. Dedication
  5. Contents
  6. Preface
  7. Acknowledgments
  8. A New Introduction
  9. Part 1 The Sales Enigma
    1. Chapter 1 The Opportunity and the Challenge
    2. Chapter 2 So Why the Revolving Door?
  10. Part 2 What It Takes To Succeed in Sales
    1. Chapter 3 The Motivation to Succeed
    2. Chapter 4 Empathy: The Guidance System
    3. Chapter 5 Ego-Drive: The Motivational Force
    4. Chapter 6 Ego-Strength: The Key to Resilience
    5. Chapter 7 Integrating the Dynamics for Success
    6. Chapter 8 Other Personality Qualities and the Job Match
  11. Part 3 Job Matching
    1. Chapter 9 Understanding the Sales Job
    2. Chapter 10 Hunters and Farmers
    3. Chapter 11 From Transactional to Consultative
    4. Chapter 12 Job Matching: The Bottom Line
  12. Part 4 Selecting and Hiring Top Talent
    1. Chapter 13 Your Top Performers Are Your Blueprint for Success
    2. Chapter 14 Recruiting Productive Talent
    3. Chapter 15 Screening Out the Inappropriate
    4. Chapter 16 Psychological Testing: Gaining Objective Insights
    5. Chapter 17 The In-Depth Interview
    6. Chapter 18 The Final Decision
  13. Part 5 Building A Winning Sales Team
    1. Chapter 19 A Winning Team Starts with the Manager
    2. Chapter 20 Getting New Employees Up to Speed Faster
    3. Chapter 21 Sales and Sports: The Psychological Connection
    4. Chapter 22 The Psychology of “A” Players
    5. Chapter 23 The Marginal Producer
    6. Chapter 24 Coaching: How Much Can You Help Someone Improve?
    7. Chapter 25 Learning and Development
    8. Chapter 26 Compensating to Achieve Results
    9. Chapter 27 What Team Building Really Means
  14. Part 6 The Sales Manager
    1. Chapter 28 Why the Best Salespeople Often Don’t Become Great Managers
    2. Chapter 29 Managers or Leaders?
  15. Part 7 The Successful Salesperson in Today’s World
    1. Chapter 30 The Global Salesperson: What Does It Take to Compete In the New Reality?
    2. Chapter 31 It’s All About Motivation
    3. How to Discover Your Own Defining Qualities
  16. Index
  17. Footnote
    1. ch12
      1. Fn1