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

Greenberg, Herbert; Weinstein, Harold; Sweeney, Patrick

Hardcover

ISBN 10: 0071362444 ISBN 13: 9780071362443

Publisher: McGraw-Hill, 2000

Synopsis

Over the past four decades, Caliper Consulting has helped more than 23,000 companies worldwide effectively select, develop, and manage people. For most companies, hiring the right employee is a challenge. The Caliper Profile has proved to be over 90% accurate in determining who will become a top performing salesperson. In this practical book, Herb Greenberg, CEO of Caliper and developer of the Caliper Profile, arms managers with everything they need to stop the recruitment revolving door in their companies and to hire the right people the first time, every time, by showing managers how to: Identify the four proven factors that predict an employee's success in sales Outline a proven system for finding, developing, and retaining great salespeople Follow his expert guidance on job matching, team-building, leadership, and successful sales traits for specific industriesHerb Greenberg (Princeton, NJ) is the founder and president of Caliper. A recognized authority on the relationship between personality and performance, he speaks widely and is published extensively, including articles in the Harvard Business Review. Harold Weinstein (Princeton, NJ) is COO of Caliper and an active consultant, writer, and speaker around the world. Patrick Sweeney (Princeton, NJ)is Executive VP of marketing at Caliper where he oversees positioning of the assessment, training, and consulting practices.

About this title

From the Back Cover

How to Hire and Develop Your Next Top Performer The Five Qualities That Make Salespeople Great Herb Greenberg, Harold Weinstein and Patrick Sweeney

Why are some salespeople so incredible, while most are obviously in the wrong job? What do the best salespeople have that others do not? What does it really take to succeed in sales?

In this book, written by three top executives from Caliper, the world's leading human resource assessment and consulting firm, you will learn how to hire, develop, train, motivate, and retain top sales performers.

For over four decades, Caliper has helped more than 25,000 companies worldwide to effectively identify the most promising applicants and develop their current staff. The authors share their tried-and-true job matching system, which incorporates the Caliper Profile--a phenomenally precise psychological assessment test. How to Hire and Develop Your Next Top Performer starts out by identifying the five proven qualities that will predict whether an individual can succeed in sales. Then, the book provides key insights into interviewing, job matching, team building, and leadership.

In How to Hire and Develop Your Next Top Performer, you will also learn:
*How to understand the strengths and limitations of each member of a sales team
*How knowing the key qualities that distinguish your top salespeople can guide you when hiring your next employee
*How to develop the potential of the current members of your team
*How to make your investment in marginal producers pay off
*Why knowing the strengths and limitations of salespeople during training can make all the difference in their long-term performance
*Techniques for recruiting viable candidates, even from highly nontraditional sources
*How to quickly eliminate inappropriate applicants from your hiring process
*and much more!

How to Hire and Develop Your Next Top Performer will give you with everything you need to hire and retain the best salespeople--those who will really produce for your company, now, and for years to come.

About the Authors: Herbert M. Greenberg, Ph.D., is President and CEO of Caliper, a leading management consulting firm, and developer of the Caliper Profile, a psychological test used by Caliper in its work with over 25,000 corporate clients. He is the author of two previous books and has published in The Harvard Business Review.

Harold Weinstein, Ph.D., is COO of Caliper and an active consultant, who has written extensively and spoken around the world on topics ranging from hiring the right person to developing a winning team to the qualities that distinguish leaders.

Patrick Sweeney is Executive Vice President of Caliper where he oversees marketing of the firm's assessment, training, and consulting practices. A former speechwriter for a governor, he has also written for The New York Times.

"For every interviewer of salespeople who has ever hired the wrong person (and I count myself among that elite group), you'll know by the end of the first chapter where you went wrong. And by the end of the last, you'll know how to do it right!" Chris Amrhein, VP of Education Independent Insurance Agents of America

"This book provides a blueprint for guiding managers in the right direction. These suggestions work in a very practical way. This book should be on the desk of anyone interested in creating the best sales organization possible." Ed DiSalvo, Senior VP Corporate Accounts FedEx Corporate Services, Inc.

"For more than 15 years, Caliper has helped Avis to hire the very best salespeople and develop their talents. Calipers's ability to assess an individual's potential is more than 99.9% accurate. We wouldn't hire a salesperson without Caliper's advice. If you're concerned with increasing sales, you've got to read this book." Thomas J. Byrnes, Senior VP of Sales Avis Rent A Car

"A lot goes into picking the right pro athlete to be an NBA basketball player. This book uncovers the key to finding the top performers on and off the court." John Gabriel, General Manager Orlando Magic

"For more than a quarter of a century, Caliper has helped us identify the qualities that make salespeople successful. This book is a must read. It encapsulates much of what has worked well for us and can save you a lot of wasted time and energy in the hiring process, while increasing your success rate dramatically."Bridget Macaskill, President and CEO Oppenheimer Funds

"This book clearly demonstrates the reasons why the selection process is so critical to the development of an effective sales organization. It also provides many insights and practical methods to develop, incent, and retain these precious resources."John C. Hoffman, President Infonet

Edition details

• Publisher: McGraw-Hill
• Publication date: 2000
• Language: English
• ISBN 10: 0071362444
• ISBN 13: 9780071362443
• Binding: Hardcover
• Number of pages: 274