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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 31

It’s All About Motivation

So here’s the deal: Whether in sales, management, or leadership, people who are most productive over a long period of time have found a set of activities and tasks to engage in that is consistent with their skills and their basic personality dynamics. As a result, they are the lucky ones. They really like what they’re doing, or at least most of what they’re doing most of the time. If you find a job that’s consistent with who you are, you’ll never have to work another day in your life.

This is at the heart of our message.

Over the course of consulting with over 25,000 companies around the world throughout the past half century, we frequently come across executives who are disappointed in the results of their ...

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