• Identify the four proven factors that predict an employee’s success in sales
• Outline a proven system for finding, developing, and retaining great salespeople
• Follow his expert guidance on job matching, team-building, leadership, and successful sales traits for specific industries
Herb Greenberg (Princeton, NJ) is the founder and president of Caliper. A recognized authority on the relationship between personality and performance, he speaks widely and is published extensively, including articles in the Harvard Business Review. Harold Weinstein (Princeton, NJ) is COO of Caliper and an active consultant, writer, and speaker around the world. Patrick Sweeney (Princeton, NJ) is Executive VP of marketing at Caliper where he oversees positioning of the assessment, training, and consulting practices.
Is it more energy? Luck? Drive? Focus? Vision? These are some of the questions answered in Herb Greenberg and Patrick Sweeney's illuminating book, Succeed on Your Own Terms.
Greenberg and Sweeney spent two years traveling in more than two dozen countries interviewing some of the world's most accomplished individuals - including renowned architect Michael Graves; Chief Financial Officer of Dun and Bradstreet, Sara Mathew; former Dallas Cowboy Roger Staubach; legendary civil rights advocate Congressman John Lewis; actor Ben Vereen; Holocaust survivor Samuel Pisar; President of Home Depot Canada, Annette Verschuren; mountain climber Rebecca Stephens; the shortest NBA player of all time, Muggsy Bogues; Senator Barbara Boxer; cancer survivor Janet Lasley; and Philadelphia Eagles owner Jeffrey Lurie.
Through in-depth interviews and results from a comprehensive personality assessment, the authors uncover the defining qualities that set each of these remarkable individuals apart. These inspiring individuals exemplify 19 defining qualities that can drive your success, such as
* Optimism * Resilience * Empathy * Persuasiveness * Courage * Perseverance * Willingness to Take Risks * Creativity * Competitiveness * Confidence * Self-Awareness
And you'll learn how to identify these qualities in yourself by taking a free, in-depth personality assessment that can help you discover your unique potential and strengths. Then you will be poised to seek out situations that play to your natural abilities, recognize your defining moments and seize opportunities to succeed on your own terms.
Advanced digital technologies, the breakdown of traditional business barriers, and increased customer empowerment have transformed the sales profession. The future now belongs to salespeople who deeply understand, embrace, and take advantage of these unprecedented changes to enhance their relationships with their customers.
What does this mean for you? You absolutely need these people on your team to succeed. And this fully updated edition of How to Hire and Develop Your Next Top Performer will show you how to find them, attract them, and retain them. It’s the key to maintaining the competitive edge now and in the future.
Written by the CEO and president of Caliper, one of the world’s leading management consultancies, How to Hire and Develop Your Next Top Performer, Second Edition, delivers the proven game plan their company has used to power growth for SAP, Avis Budget Group, and thousands of other clients.
Updated and revised for the age of the digitally connected customer and expanded to cover global and remote leadership topics, this one-of-a-kind guide gives you essential strategies to:Recruit and evaluate candidates via social media and other platforms Spot the qualities of top performers—and make sure the entire sales team has them Set realistic coaching goals Understand the psychology of “A” players, so you can give these stars what they need to succeed
When you know how to hire, onboard, coach, motivate, and lead a powerful sales team, nothing can stop you. How to Hire and Develop Your Next Top Performer is the essential playbook for long-term sales success.
Praise for How to Hire and Develop Your Next Top Performer:
“We wouldn’t hire a salesperson without Caliper’s advice. If you’re concerned about recruiting the right person and driving increased profitable sales, you’ve got to read this book!”
—Thomas M. Gart land, President, North America, Avis Budget Group, Inc.
“This book has changed my life and, more importantly, it has changed the lives of many of my customers.”
—Peter Smith, Executive Vice President of Sales and Marketing, Hearts On Fire
“Caliper can dramatically improve your ability to hire and develop top performers. If you want to increase sales, read this book before your competition gets a hold of this gem.”
—Gerhard Gschwandtner, Founder and Publisher, Selling Power
“There is no better book on hiring and developing top performing salespeople.”
,b>—Ron Rubin, Minister of Tea (Owner), The Republic of Tea
“This book should be on the desk of anyone interested in creating the best sales organization possible.”
—Sean Sweeney, President, Chief Operating Officer, Philadelphia Insurance Companies
“A must read. This book can save you a lot of wasted time and energy, while increasing your success rate dramatically.”
—Alyson Brandt, Executive Vice President, General Manager Americas, The Forum Corporation
To discover your defining qualities, take Caliper’s free, in-depth personality profile and receive a developmental guide pinpointing the qualities that distinguish you, along with suggestions for developing your potential.
What You Aren’t Seeing uniquely combines Herb Greenberg’s inspiring story with insights and practical ideas that can help you become the leader you were meant to be. Herb, who lost his sight at the age of ten, has been able to see that which many of us inadvertently overlook – which is our own potential, and the potential of those around us.
You’ll also learn a three-step action approach to seeing and tapping into your leadership potential--and that of your entire organization. You'll then find out how to make connections between your strengths as a leader, the potential of your team, and a world of new possibilities.Patrick Sweeney is a New York Times bestselling author and speaker who has engaged audiences around the world on how to recognize and develop their true potential.
Herb Greenberg, Ph.D., is the founder and CEO of Caliper Consulting, an international management consulting firm that has assessed the potential of more than 3 million applicants and employees for over 25,000 companies around the world for over 50 years..
Written by one of the most prolific firearms experts of all time, The Complete Guide to Gunsmithing is a highly detailed and essential reference for the gun enthusiast and gunsmith alike. At nearly 500 pages, Chapel covers everything from the use of proper tools to how to get a gunsmithing job, and everything in between. In more than forty chapters of exceptionally clear prose, the book answers every question a collector, soldier, or home defender could have on topics such as:
• Drawings and Blueprints
• Stock Design
• Checkering and Carving
• Stock Repairs and Alterations
• Etching and Engraving
• And many more
Not only is the book an incredible resource for gun owners and gunsmiths, it’s also a wonderful look at the world of firearms in the first half the twentieth century. Published just over seventy years ago, the book--and revised by the author two decades later—The Complete Guide to Gunsmithing is fascinating look at how the nature of firearms has changed. With a thoughtful introductory note by renowned outdoorsman Dr. Jim Casada and eighty-five meticulous illustrations, this is the definitive edition of an enduring and authoritative classic.
Skyhorse Publishing is proud to publish a broad range of books for hunters and firearms enthusiasts. We publish books about shotguns, rifles, handguns, target shooting, gun collecting, self-defense, archery, ammunition, knives, gunsmithing, gun repair, and wilderness survival. We publish books on deer hunting, big game hunting, small game hunting, wing shooting, turkey hunting, deer stands, duck blinds, bowhunting, wing shooting, hunting dogs, and more. While not every title we publish becomes a New York Times bestseller or a national bestseller, we are committed to publishing books on subjects that are sometimes overlooked by other publishers and to authors whose work might not otherwise find a home.
Do you attend car boot sales or browse in antique shops in search of bargains? Have you ever wished you knew more about grandma’s silver spoon? Do you envy the experts’ ability to identify and date old hand-me-downs? If the answer to any of these questions is yes, Collins Gem Antique Marks is for you.
Packed with thousands of clear illustrations, the book shows hallmarks on silver, gold and platinum, as well as those on Old Sheffield Plate, pewter, pottery and porcelain. Complete with a history of hallmarks and how to read them, Collins Gem Antique Marks is absolutely indispensable.
The book provides:
Full hallmarks for silver from London, Edinburgh, York, Norwich, Exeter, Dublin, Newcastle, Chester, Glasgow, Birmingham and Sheffield, along with maker’s marks from these cities.
Up-to-date hallmarks for gold and platinum.
Old Sheffield plate marks, showing the variety of maker’s marks.
Pewter marks and a selection of pewter touch marks.
Pottery and porcelain marks showing both letter and name marks, and symbol marks.