Sales Human Resource Management: How to Select, Develop, Retain Top Sales Talent (Second Edition)

Author: Herbert Greenberg (USA) and others
Publisher:
Publish Date: 2006-08-01
Features: Through this book, we will clearly demonstrate to everyone the qualities that successful salespeople possess. We are dedicated to researching what drives successful salespeople and what sets them apart from those in other industries. It is crucial to find the differences between successful salespeople and ordinary salespeople. To clarify these issues, we have invested 40 years of effort, surveying 25,000 companies, evaluating over 1 million salespeople, and conducting in-depth research on 20% of them. Our findings show that approximately one out of every four people possesses the traits needed for sales, yet only a small portion of them eventually excel in the sales industry. In this book, we will briefly introduce the characteristics of sales from a psychological perspective. First, we will analyze why sales is a highly advantageous field but still remains an industry with high turnover and low productivity; then, we will examine incentives and personality traits—the key factors for success in sales. Next, we will comprehensively demonstrate the traits required for sales and how to determine whether someone possesses these essential qualities. We will then provide the secrets to maximizing the efficiency of existing sales teams: recruiting high-performing members and identifying individuals with sales traits. Finally, we will delve into the traits of successful salespeople in six industries. We hope this book will help sales managers enhance the selling capabilities of their teams and recruit high-quality salespeople. Additionally, this book can help you objectively make some judgments: Are you truly suited for a sales career, and can you become a successful salesperson?