Customer Reviews

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

5 star:		(2)
4 star:		(3)
3 star:		(2)
2 star:		(0)
1 star:		(0)

 

 

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.

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.

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!

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.

The title promises more than the inside, this book is full of information but is incomplete, in fact, this book is a giant brochure of the services the author's company is offering. If you want the complete info, then contact and hire their services.
despite of this, this book has good info and good ideas, it gives you clues for what and what not to look when you hire salesmen, but i would like something more instructive and more practical... more info to put directly at work.
I am a salesman manager, and like many others i have problems to hire good sales personal and make them produce, so this book looked to me as the solution i was looking for... Very close, but it wasn't.

I found that this book took a vary clinical look at what makes a good salesperson. It is someone interesting how they break down the attributes of a good salesperson. If someone was into the indiviudal physcology behind great sales people they would find this book more interesting.

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.