Busy managers and bottom-line entrepreneurs are faced with one of the toughest challenges in all of business: hiring a sales team that can really sell. In Hire Performance, authors Dr. David K. Barnett and Matthew Robinson provide novice and professional recruiters with a turnkey selection system that replaces guesswork with science and gut-feel with confidence.
First published in 2003, this guide introduces the Hire Performance strategy, an approach to recruitment developed around Barnetts Four Levels of Sales model that sequences the skills of sales development. Hire Performance provides a toolbox filled with helpful tips on writing employment ads, learning behavioral interviewing skills, and negotiating compensation packages. Relying on nearly five decades of combined sales and sales-management experience, Barnett and Robinson also help you assess your recruiter skills and deliver research-driven insights on the behaviors to look for in potential sales superstars.
A valuable resource for understanding fundamental, mission-critical tasks, Hire Performance introduces a different way of thinking about sales,
offering a simple primer for anyone tasked with building a productive sales organization.
Sobre o autor
Dr. David K. Barnett earned a doctorate in organizational management from Mc Cormick Seminary at the University of Chicago. He has been a leader in the study of individual productivity and career development since 1993, creating the breakthrough Four Levels model. Barnett lives in Granbury, Texas, with his wife, Julie. They have three grown children.
Matthew Robinson is recognized as a brilliant sales coach and consultant to management teams and provides a strong commitment to removing barriers to achieving full potential. His speaking engagements earn rave reviews for being full of energy with practical, actionable strategies and solutions to the challenges faced by many organizations today. In 2008, he joined Barnett in founding Psy Metrics Global, now known as Research Based Solutions. Robinson lives outside of Boston with his wife and two sons.
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