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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 22

The Psychology of “A” Players

As leaders, one of our most important challenges is to make sure that our top performers and those who have the potential to be our top performers know how very important they are to us. We need to recognize them and keep them engaged, motivated, and enthused about their future with us. Nothing is more important than making sure that we keep our top talent because, at the end of the day, our top talent is ultimately what distinguishes us. Everything else can be copied by our competitors. To keep them, we have to make sure that our top performers understand that we are intent on creating a championship team—and that they are a vital part of that vision.

Many leaders mistakenly believe that top performers ...

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