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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 7

Integrating the Dynamics for Success

No one person, regardless of his or her personality dynamics, can be equally successful in all types of sales situations. Let us look at why this is so. The personality characteristics that we have been discussing do not exist independently. They affect one another—sometimes positively, sometimes negatively. These qualities exist in a dynamic relationship.

Let’s look at a number of possible combinations of just two of these qualities—empathy and ego-drive.

First of all, there are, of course, top-performing salespeople who have a great deal of both empathy and ego-drive. As long as they also have sufficient levels of ego-strength and other key qualities needed for a specific position, they will invariably ...

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