How to Hire and Develop Your Next Top Performer, 2nd edition: The Qualities That Make Salespeople Great, 2nd Edition

Contents

Preface

Selling is undergoing seismic changes. The ease of acquiring information on the Internet, coupled with the power of social networking and the evolution of a more borderless global economy has totally changed how we buy and sell. Still, the qualities needed to succeed in sales remain fundamental.

Acknowledgments

A New Introduction

PART 1THE SALES ENIGMA

Why is it that some people succeed in sales, whereas others, who work just as hard, seem to get nowhere? What do the best have that others do not? What does it really take to succeed in sales?

CHAPTER 1    The Opportunity and the Challenge

For fast trackers who are looking to make more money than their peers, are seeking for increased responsibility, and are too impatient to slowly ...