How to Select and Retain Top Sales Talent - (Second Edition)

Author: Herb Greenberg
Publisher:
Publish Date: 2006-08-01
Features: Through Sales Human Resource Management: How to Select, Develop, Use, and Retain Top Sales Talent, we will clearly demonstrate the qualities that successful salespeople possess. We are committed to researching what drives successful salespeople and what sets them apart from those in other industries. The key is to find the differences between successful salespeople and average ones. To clarify these issues, we have dedicated 40 years of effort, surveying 25,000 companies, evaluating over 1 million salespeople, and conducting in-depth research on 20% of them. Our findings reveal that approximately one out of every four people possesses the traits necessary for sales, yet only a small portion of them ultimately excel in the sales industry. Through this book, we will clearly demonstrate the qualities that successful salespeople possess. We are committed to researching what drives successful salespeople and what sets them apart from those in other industries. The key is to find the differences between successful salespeople and average ones. To clarify these issues, we have dedicated 40 years of effort, surveying 25,000 companies, evaluating over 1 million salespeople, and conducting in-depth research on 20% of them. Our findings reveal that approximately one out of every four people possesses the traits necessary for sales, yet only a small portion of them ultimately 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 highly advantageous but still an industry with high turnover and low productivity. Next, we will examine motivational factors and personality traits—the key factors for success in sales. Then, we will thoroughly demonstrate the traits required for sales and how to determine whether someone possesses these essential qualities. After that, we will provide the secrets to maximizing the efficiency of a company's existing sales team: 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 will help you objectively assess: Are you truly suited for a sales job, and can you become a successful salesperson?