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

PART 3JOB MATCHING

As we discussed earlier, one of the key reasons for poor productivity and high turnover in so many sales organizations is the inappropriate approach management takes to hiring salespeople. In this part we present job matching as the remedy to these endemic problems. We will explore how to understand the distinct requirements of your particular sales positions. Then we will return to an understanding of the personality attributes required to succeed in a particular job. Then we will focus on the essential equation—matching the strengths of an individual with the functional requirements of the job and determining if any dominant flaws might prevent success. We will conclude this part by demonstrating the bottom-line results of ...