High-Performers: Recruiting & Retaining Top Employees

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9780324200966: High-Performers: Recruiting & Retaining Top Employees

Dubinsky and Skinner have uncovered 13 drivers of discretionary effort, or why employees go above and beyond what is expected of them in the job. If you are aware of these drivers, and if you use their prescription to recruit, manage and retain employees with these attributes, you can realize a company of High Performers.

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About the Author:

Alan J. Dubinsky is a leading authority in sales management and selling. He has authored and co-authored over 150 articles on sales and marketing issues. His article "Sales Force Socialization" was voted by the AMA Sales SIG as one of the top ten most influential articles in selling and sales management in the twentieth century. He has written three books in the area of sales management and selling. Currently, Dr. Dubinsky is a Professor of Selling and Sales Management at Purdue University.

Steven J. Skinner is the Rosenthal Professor in the Gatton College of Business and Economics at the University of Kentucky, where he has taught undergraduate and graduate courses in the School of Management for over twenty years. He was previously on the faculty at Illinois State University and was formerly a research administrator for State Farm Insurance Companies. He has also consulted with a variety of large and small organizations. Dr. Skinner has authored or co-authored seven books, including the recently published High Performers: Recruiting and Retaining Top Employees (South-Western, 2004), part of South-Western's Professional Portfolio. Dr. Skinner's research has been published in a number of journals, including the Academy of Management Journal, Journal of Marketing Research, Journal of Retailing, Journal of Business Research, Public Opinion Quarterly, Journal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Risk and Insurance, and Journal of Personal Selling and Sales Management. He has received the Mu Kappa Tau Award for the best article in Journal of Personal Selling and Sales Management.

Review:

This book is a quick read, has practical implications for training and motivating service employees, and provides insight as well as the One Minute Manager.

Every now and then, a book comes along that gets to the heart of an important management issue. I'm putting High Performers: Recruiting and Retaining Top Employees on my managers' required reading list.

The prescription given to each reader at the end of every chapter is perfect medicine to aid an ailing company. One needs only to apply some of the 13 drivers mentioned in the book to ensure positive growth for both the company and the individual.

This text provided a quick way to reference anecdotal information from a wide variety of performance-oriented employees. Skinner and Dubinsky do a good job of summarizing that information and providing useful suggestions for managing your current employee base more effectively and for gleaning more innate performance factors from candidate interviews.

Fundamentals are critical to overall business success. The fundamentals and costs associated with the recruiting, hiring, development, and retention of high performance employees is forefront on the minds of managers in today's business environment. Use this books as a working resource to support decision making in the management of your organization's most valued asset- human capital.

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