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

Preface

We are very enthused to present our newly revised version of How to Hire and Develop Your Next Top Performer, which we originally wrote just over a decade ago.

When our editor, Donya Dickerson, at McGraw-Hill approached us with the notion of updating the book, we shared her belief that now is a particularly important time for this revision. Selling is undergoing seismic changes. The ease of acquiring information on the Internet, coupled with the power of social networking and the evolution of a more borderless global economy, has totally changed how we communicate with one another—and, as a result, how we buy and sell our products and services.

In the past decade, much has changed. And that change continues at lightning speed.

Still, ...