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A volatile economy, changing consumer buying habits, and new technologies have created a seismic shift in what makes a sales force successful. The updated edition of How to Hire and Develop Your Next Top Performer combines the authors’ unique perspectives with real-world insights from successful sales executives at over three dozen leading companies.


These include Andrew Marshall, the former Director of Corporate Sector and SMB at Virgin Media, who cautions hiring managers not to be fooled by “the gift of gab,” stating it can “…come from even the worst salespeople. Instead, take a scientific approach to determining the best job match.” Tom Gartland, President, North America of Avis Budget Group, advises: “Keep in mind that you’re hiring someone for a certain position, but you’re also hiring that individual for the future. To grow your business, understand each team member’s growth potential.”

“I would say that 80 percent of the time when salespeople finally get to the C-level executive, they are wasting their time because they don’t know the right questions and they don’t know how to hold a conversation for longer than five minutes. It comes down to content. How much value are you bringing?”


Gerhard Gschwandtner


Selling Power

About the Book