This international acclaimed sales managementvl in hardcover is a bran-new book and being wrapped with protective book-wrapper. The original new book is sold at usual price RM 121.08. Now hardcover here Only at RM35. How to Know You've Hired the Right Salesperson？ Are you hiring the best person for your sales job? Probably not, write Herb Greenberg and Patrick Sweeney in How to Hire & Develop Your Next Top Performer. According to the authors - who are the principals of Caliper, a human resources assessment and consulting firm - half of all salespeople are in the wrong job. In other words, companies waste large sums of money on hiring and training people who will only give their employers mediocre selling performances or quit. The sales management classic―updated for today’s competitive business environment Advanced digital technologies, the breakdown of traditional business barriers, and increased customer empowerment have transformed the sales profession. The future now belongs to salespeople who deeply understand, embrace, and take advantage of these unprecedented changes to enhance their relationships with their customers. What does this mean for you? You absolutely need these people on your team to succeed. And this fully updated edition of How to Hire and Develop Your Next Top Performer will show you how to find them, attract them, and retain them. It’s the key to maintaining the competitive edge now and in the future. Written by the CEO and president of Caliper, one of the world’s leading management consultancies, How to Hire and Develop Your Next Top Performer, Second Edition, delivers the proven game plan their company has used to power growth for SAP, Avis Budget Group, and thousands of other clients. Updated and revised for the age of the digitally connected customer and expanded to cover global and remote leadership topics, this one-of-a-kind guide gives you essential strategies to: ● Recruit and evaluate candidates via social media and other platforms ● Spot the qualities of top performers―and make sure the entire sales team has them ● Set realistic coaching goals ● Understand the psychology of “A” players, so you can give these stars what they need to succeed When you know how to hire, onboard, coach, motivate, and lead a powerful sales team, nothing can stop you. How to Hire and Develop Your Next Top Performer is the essential playbook for long-term sales success. For four decades, Caliper Consulting has helped more than23,000 companies worldwide select, develop, and manage people. The Caliper Profile has proved more than 90 percent accurate in determining top performers. With this book managers hire the right people every time, by discovering: ● Four factors that predict employee success ● A proven system for finding and keeping great salespeople ● Guidance on job matching, team-building, and sales traits Five Qualities How can companies avoid making mistakes in hiring? The first step, according to the authors, is to recognize that age, education and experience are invalid criteria for creating successful salespeople. Instead, companies should focus on five central personality qualities - beyond a fundamental motivation to succeed - that they say the most successful salespeople possess: ☞ ① Empathy - the ability to sense the reactions of other people and pick up subtle clues and cues they provide to accurately assess what they think and feel. ☞ ② Ego-Drive - the desire and need to make a sale in a very personal way. ☞ ③ Service Motivation - the desire to receive the approval that comes from making the sale. The authors say the best salespeople possess both ego-drive and service motivation. ☞ ④Conscientiousness - a quality possessed by either externally driven or internally driven people. The authors say internally driven salespeople are easier to manage because "they are more demanding of themselves than you could ever be." ☞ ⑤ Ego-Strength - the ability to overcome rejection because of a strong sense of self-worth. The Requirements of the Job The next step in the authors' strategy for hiring top performers is "understanding the requirements of the job and the personal qualities you are seeking in an ideal applicant." They say once the nature of the specific sales job is understood, then the personality qualities required by that job can be determined. The book also covers the dynamics of building a winning sales team, creating the best sales manager of that team, and how to match sales dynamics to specific industries. Although this is not an especially user-friendly book - its prose is a bit dry and its organization is sometimes confusing - the information it contains provides a useful and in-depth hiring resource for any company.
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