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

Over the past four decades, Caliper Consulting has helped more than 23,000 companies worldwide effectively select, develop, and manage people. For most companies, hiring the right employee is a challenge. The Caliper Profile has proved to be over 90% accurate in determining who will become a top performing salesperson. In this practical book, Herb Greenberg, CEO of Caliper and developer of the Caliper Profile, arms managers with everything they need to stop the recruitment revolving door in their companies and to hire the right people the first time, every time, by showing managers how to:• Identify the four proven factors that predict an employee's success in sales• Outline a proven system for finding, developing, and retaining great salespeople• Follow his expert guidance on job matching, team-building, leadership, and successful sales traits for specific industriesHerb Greenberg (Princeton, NJ) is the founder and president of Caliper. A recognized authority on the relationship between personality and performance, he speaks widely and is published extensively, including articles in the Harvard Business Review. Harold Weinstein (Princeton, NJ) is COO of Caliper and an active consultant, writer, and speaker around the world. Patrick Sweeney (Princeton, NJ)is Executive VP of marketing at Caliper where he oversees positioning of the assessment, training, and consulting practices.

Business & Money

Greenberg, Herbert

Sweeney, Patrick

Weinstein, Harold

Management & Leadership

McGraw=Hill

WHAT MAKES TOP ACHIEVERS SUCCESSFUL? Is it more energy? Luck? Drive? Focus? Vision? These are some of the questions answered in Herb Greenberg and Patrick Sweeney's illuminating book, Succeed on Your Own Terms. Greenberg and Sweeney spent two years traveling in more than two dozen countries interviewing some of the world's most accomplished individuals - including renowned architect Michael Graves; Chief Financial Officer of Dun and Bradstreet, Sara Mathew; former Dallas Cowboy Roger Staubach; legendary civil rights advocate Congressman John Lewis; actor Ben Vereen; Holocaust survivor Samuel Pisar; President of Home Depot Canada, Annette Verschuren; mountain climber Rebecca Stephens; the shortest NBA player of all time, Muggsy Bogues; Senator Barbara Boxer; cancer survivor Janet Lasley; and Philadelphia Eagles owner Jeffrey Lurie. Through in-depth interviews and results from a comprehensive personality assessment, the authors uncover the defining qualities that set each of these remarkable individuals apart. These inspiring individuals exemplify 19 defining qualities that can drive your success, such as * Optimism * Resilience * Empathy * Persuasiveness * Courage * Perseverance * Willingness to Take Risks * Creativity * Competitiveness * Confidence * Self-Awareness And you'll learn how to identify these qualities in yourself by taking a free, in-depth personality assessment that can help you discover your unique potential and strengths. Then you will be poised to seek out situations that play to your natural abilities, recognize your defining moments and seize opportunities to succeed on your own terms.

Succeed on Your Own Terms

Herb Greenberg

Health, Fitness & Dieting

Succeed On Your Own Terms: Lessons From Top Achievers Around the World on Developing Your Unique Potential

Greenberg, Herb

The sales management classic―updated for today’s competitive business environment 
Advanced digital technologies, the breakdown of traditional business barriers, and increased customer empowerment have transformed the sales profession. The future now belongs to salespeople who deeply understand, embrace, and take advantage of these unprecedented changes to enhance their relationships with their customers. What does this mean for you? You absolutely need these people on your team to succeed. And this fully updated edition of How to Hire and Develop Your Next Top Performer will show you how to find them, attract them, and retain them. It’s the key to maintaining the competitive edge now and in the future. Written by the CEO and president of Caliper, one of the world’s leading management consultancies, How to Hire and Develop Your Next Top Performer, Second Edition, delivers the proven game plan their company has used to power growth for SAP, Avis Budget Group, and thousands of other clients. Updated and revised for the age of the digitally connected customer and expanded to cover global and remote leadership topics, this one-of-a-kind guide gives you essential strategies to:
<ul>
<li>Recruit and evaluate candidates via social media and other platforms </li>
<li>Spot the qualities of top performers―and make sure the entire sales team has them </li>
<li>Set realistic coaching goals </li>
<li>Understand the psychology of “A” players, so you can give these stars what they need to succeed</li>
</ul>
When you know how to hire, onboard, coach, motivate, and lead a powerful sales team, nothing can stop you. How to Hire and Develop Your Next Top Performer is the essential playbook for long-term sales success. Praise for How to Hire and Develop Your Next Top Performer: “We wouldn’t hire a salesperson without Caliper’s advice. If you’re concerned about recruiting the right person and driving increased profitable sales, you’ve got to read this book!” ―Thomas M. Gart land, President, North America, Avis Budget Group, Inc. “This book has changed my life and, more importantly, it has changed the lives of many of my customers.” ―Peter Smith, Executive Vice President of Sales and Marketing, Hearts On Fire “Caliper can dramatically improve your ability to hire and develop top performers. If you want to increase sales, read this book before your competition gets a hold of this gem.” ―Gerhard Gschwandtner, Founder and Publisher, Selling Power “There is no better book on hiring and developing top performing salespeople.” ,b&gt;―Ron Rubin, Minister of Tea (Owner), The Republic of Tea “This book should be on the desk of anyone interested in creating the best sales organization possible.” ―Sean Sweeney, President, Chief Operating Officer, Philadelphia Insurance Companies “A must read. This book can save you a lot of wasted time and energy, while increasing your success rate dramatically.” ―Alyson Brandt, Executive Vice President, General Manager Americas, The Forum Corporation To discover your defining qualities, take Caliper’s free, in-depth personality profile and receive a developmental guide pinpointing the qualities that distinguish you, along with suggestions for developing your potential.

How to Hire and Develop Your Next Top Performer, 2nd edition: The Qualities That Make Salespeople Great

Be truly inspired, discover your potential, and leverage it to drive organizational success What You Aren’t Seeing uniquely combines the uplifting story of Herbert Greenberg, the founder of a global management consulting firm, with insights into the psychology of leaders and practical guidance on uncovering and developing true leadership potential in yourself and others. This life-changing guide shows you how to question your habits, preconceptions, and strategies for connecting with people in order to identify your personal leadership strengths and optimize them for personal and career growth. By using the same approach to draw out others’ stories, you can relate in meaningful ways, see their potential, and help them become more influential players on team initiatives. While following Herb’s firsthand accounts of losing his sight, then gaining a perspective, you will hear an inspiring personal story of setbacks and triumph, while also learning:
<ul>
<li>The eighteen principles of extraordinary leadership organized to provide the convenience of a how-to guide </li>
<li> Accessible explanations of the psychological underpinnings that motivate us, attract people to us, and drive us to take risks and challenge the status quo </li>
<li> Thought-provoking discussions and focus questions to embolden you to dig deep into the core of your character and fortify your leadership presence</li>
</ul>
Whether you’re beginning your career or want to become a more formidable leader, mastering the social cues and strategies for interacting in inspiring ways gives you a distinct competitive advantage―What You Aren’t Seeing is exactly where you need to look to gain an edge.

What You Aren't Seeing: How Using Your Hidden Potential Can Help You Discover the Leader Within, The Inspiring Story of Herb Greenberg

An unparalleled guide to the world's most important rifles and machine guns, from the Medieval period to the present day, lavishly illustrated with 600 colour photographs and illustrations

The Illustrated Encyclopedia of Rifles and Machine Guns: An illustrated historical reference to over 500 military, law enforcement and antique ... and automatic machine guns, a comprehensi

History

FOWLER, William

Historical Study & Educational Resources

Lorenz Books

This encyclopedia explains the development of arms, and shows the specifications of modern weapons. The book introduces readers to key designers and manufacturers and the technology involved in their production. The directories are the most comprehensive reference published for the general reader. Grouped according to country of origin, each gun's features are listed, as are the military, political and technological context in which each gun was developed.

The Illustrated World Encyclopedia of Guns

FOWLER, WILL

Stronge, Charles

NORTH, Anthony

Military

A beautifully illustrated set of encyclopedias covering pistols, revolvers, machine and submachine guns through history.

The Ultimate Illustrated Guide to Guns, Pistols, Revolvers & Machine Guns: A Comprehensive Chronology of Firearms With Full Technical Specifications, Shown in 1150 Expert Photographs and Diagrams

Crafts, Hobbies & Home

Fowler University of St. Andrews, William

Antiques & Collectibles

An authoritative historical guide to the world of military, antique and law-enforcement firearms, photographed throughout.

The Illustrated World Encyclopedia of Guns: Pistols, Rifles, Revolvers, Machine And Submachine Guns Through History In 1100 Clear Photographs

Make your rifle shoot better than ever!
Gunsmithing: Rifles takes a look at all major rifle types and gives you practical information on how to make repairs, improve performance and modify your rifle to fit your needs.
In additional to practical information about keeping every rifle ready to shoot,Gunsmithing: Rifles provides specific projects to improve:
<ul>
<li>Mauser actions</li>
<li>AR-15s and their clones</li>
<li>The Ruger 10/22</li>
<li>The Remington Model 700</li>
<li>The Winchester model 70</li>
<li>Lever-action Rifles</li>
</ul>
Step-by-step instructions and plenty of photos guide you every step of the way.
As a practicing gunsmith for the past 20 years, Sweeney also knows enough to tell you what not to try. If an operation requires an expert, he'll tell you. He'll also tell you what questions to ask to help you make sure the person you hire is qualified.
If you're in the market for a used rifle, this book also includes tips on getting the most bang for your buck.

Gunsmithing: Rifles

Gun Digest Books

See the best price to sell, buy, or rent books by Sweeney, Patrick. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Sweeney, Patrick