The Perfect SalesForce: The 6 Best Practices of the World's Best Sales Teams
Language: English
Published by Portfolio Hardcover, 2007
- Hardcover
- Used
Seller: Midtown Scholar Bookstore, Harrisburg, PA, U.S.A.Midtown Scholar Bookstore
AbeBooks seller since June 7, 2002
Condition: Used - Good
US$ 3.02
Quantity: 1 available
Add to basketItem description from seller
Good - Bumped and creased book with tears to the extremities, but not affecting the text block, may have remainder mark or previous owner's name - GOOD Standard-sized.
Seller Inventory # M159184178XZ3
- Title
- The Perfect SalesForce: The 6 Best Practices of the World's Best Sales Teams
- Author
- Gatehouse, Derek
- Publisher
- Portfolio Hardcover
- Publication year
- 2007
- Condition
- Good
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 159184178X
- ISBN 13
- 9781591841784
Despite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, there’s never been a proven formula for building a salesforce of top performers. Finding such a “holy grail” of sales has been Derek Gatehouse’s obsession for decades.
To identify what makes a top-producing salesperson—the kind who sells four times more than everyone else—and why some sales teams have a high percentage of top producers, he interviewed more than two thousand executives in many different industries. His findings challenge the conventional wisdom about hiring, training, managing, and rewarding a sales team.
Gatehouse has tested virtually every personality assessment tool, sales process, training methodology, and management system available, only to conclude that the vast majority of those systems don’t raise performance in a lasting way. Instead, the world’s greatest sales teams share six simple but critical practices. For instance, they all:
- Hire for talent, not skill or even experience
- Blend positive and negative motivators
- Measure results instead of micromanaging process
The book features dozens of anecdotes and clear lessons for any company seeking dramatic improvement in its sales performance.
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Midtown Scholar Bookstore
Harrisburg, PA, U.S.A.
AbeBooks seller since June 7, 2002
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