Derek Gatehouse | Akateeminen Kirjakauppa

How any company can build an incredibly effective salesforce by learning from the best in the world
Despite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, thereas never been a proven formula for building a salesforce of top performers. Finding such a aholy graila of sales has been Derek Gatehouseas obsession for decades.
To identify what makes a top-producing salespersonathe kind who sells four times more than everyone elseaand why some sales teams have a high percentage of top producers, he interviewed more than two thousand executives in many different industries. His findings challenge the conventional wisdom about hiring, training, managing, and rewarding a sales team.
Gatehouse has tested virtually every personality assessment tool, sales process, training methodology, and management system available, only to conclude that the vast majority of those systems donat raise performance in a lasting way. Instead, the worldas greatest sales teams share six simple but critical practices. For instance, they all:
a[ Hire for talent, not skill or even experience
a[ Blend positive and negative motivators
a[ Measure results instead of micromanaging process
The book features dozens of anecdotes and clear lessons for any company seeking dramatic improvement in its sales performance.