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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 2

So Why the Revolving Door?

If the sales profession is indeed so attractive, offering the high income, personal freedom, and limitless opportunities discussed in Chapter 1, why is there any problem in recruiting and retaining highly productive, professional-level salespeople?

Whenever sales and marketing executives get together, poor productivity and high turnover are invariably key topics for discussion. These executives are constantly seeking ways to reduce the incredibly high cost, in both time and money, of recruiting, selecting, and training salespeople, only to have the majority leave, be terminated, or at best, turn out to be mediocre producers. While striving to solve these problems, they nevertheless seem to accept, as a fact ...

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