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

by Herbert Greenberg, Patrick Sweeny, Patrick Sweeney, et al.

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...

• Format: Hardcover
• Language: English
• ISBN: 0071791647
• ISBN13: 9780071791649
• Release Date: September 2012
• Publisher: McGraw-Hill Companies
• Length: 336 Pages
• Weight: 1.30 lbs.
• Dimensions: 0.9" x 6.2" x 9.2"

Customer Reviews

Predicting Sales Performance

A solid study of what makes top performing salespeople, sales managers, and leaders. Applicable to many fields. Most beneficial to larger corporations, but plenty to take in for small business with 5 or less salespeople too. It's not an easy read, I suggest reading it a couple chapters at a time. Even though the authors main business is selling psychological testing, they did not push that too much in the book.

Great Book, but little How to Advice

I am Vice President of Sales with a software company and I'm always looking for insights into the hiring process. I think that the book laid out the top talents needed very well. I agree with what they say and they have the research to back it up. My only problem is how to implement it. The book sold me on their approach, but I'd need to buy their assessment tool in order to make it work. They did a great job on indirectly selling their tool and services. I wish it gave me more practical tips on how to evaluate a candidate based on their talents.

Based on five key qualities effective salespeople need

In How To Hire & Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great, Herb Greenberg, Harold Weinstein, and Patrick Sweeny successfully collaborate to debunk the myths that age, education, and even experience are valid predictors of sales success -- and share the secrets to effective and successful "job-matching" techniques for hiring top sales performers. Their approach is based on five key qualities effective salespeople must have in today's competitive marketplace: Empathy; Ego-drive; Service Motivation; Conscientiousness; and Ego-Strength. How To Hire & Develop Your Next Top Performer is strongly recommended reading for corporate managers and human resource directors charged with the responsibility of recruiting effective personnel for their marketing department and sales force.

Very Useful but a hard read

I found the information in this book extremely helpful. However, it was very difficult to read. The writing style is hard to read at various points in the book. Somewhat like a college psych text book.Overall it is well worth the price because of the information contained in it. Just be sure to have your cranium in gear when you read it.If you do any hiring or developing this book is a MUST READ!