How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great [Paperback]

Herbert Greenberg (Author)

Book Description

Publication Date: April 28, 2003

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

Editorial Reviews

From the Back Cover

Experts show how to hire the right people the first time--every time

For over four decades, Caliper has helped more than 25,000 companies worldwide identify the most promising applicants and develop their current staff. With the Caliper Profile--a phenomenally precise psychological assessment test, How to Hire and Develop Your Next Top Performer will give you the tools to find and retain the best salespeople--those who will really produce for your company, now, and for years to come.

" 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.

"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 must read. This book 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

About the Author

Herb Greenberg is founder and president of Caliper has published extensively, including in the Harvard Business Review.

Harold Weinstein is COO of Caliper and an active consultant, writer, and speaker.

Patrick Sweeney is the executive vice president of marketing at Caliper.

Product Details

• Paperback: 256 pages
• Publisher: McGraw-Hill; 2 edition (April 28, 2003)
• Language: English
• ISBN-10: 0071422196
• ISBN-13: 978-0071422192
• Product Dimensions: 9 x 6.5 x 0.7 inches
• Shipping Weight: 4.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.0 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #498,322 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

12 of 12 people found the following review helpful:

4.0 out of 5 stars Great Book, but little How to Advice, January 30, 2003

By 

Phil Carlson (Lakeville, MN United States) - See all my reviews

This review is from: How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great (Hardcover)

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.

14 of 15 people found the following review helpful:

4.0 out of 5 stars Great book on Sales Personalities, November 17, 2001

By 

John Daniel O'Dea (Amherst, NY United States) - See all my reviews

This review is from: How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great (Hardcover)

I had read an article quoting the authors in Business 2.0 (December 2001- "Gods of Sales") this month and it perked my curiosity. After reading some of the digital copy here at Amazon I ordered it. They did a really great job breaking down the traits that make up a sales persons personality. I also like how they match up the sales job with the right employee. The sections on finding sales employees and interviewing are also very helpful.

The only reason I didn't give it 5 stars is the section on development is weak. They come right out and say that it would take a lot longer than one book to explain how to develop superior sales people based on their qualities. They lead you down the right road on how to support existing problem children in your sales department, but the examples are so few and that chapter is very short. The real title should be "How to evaluate and hire you next top performer".

THIS BOOK WILL STAY ON MY TOP SHELF OF REFERENCE ITEMS FOR ITS EXCELLENT DETAIL AND SUBJECT MATTER.

14 of 17 people found the following review helpful:

5.0 out of 5 stars Very Useful but a hard read, October 25, 2000

By 

"[e-mail]" (Applegrove, WA) - See all my reviews

This review is from: How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great (Hardcover)

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!