LEADER 00000cim a2200517Ma 4500 
003    OCoLC 
005    20240129213017.0 
006    m     o  d         
007    cr cn||||||||| 
008    011021s2017    xx uunn o         n eng d 
019    1287809860 
020    9781469066615 
020    1469066610 
024 8  9781469066615 
029 1  AU@|b000072055702 
035    (OCoLC)1281675553|z(OCoLC)1287809860 
040    TOH|beng|cTOH|dLUN|dOCLCF|dOCLCO|dOCLCQ|dOCLCL 
049    INap 
082 04 658.8/1 
082 04 658.8/1|qOCoLC|223/eng/20230216 
099    eAudiobook O’Reilly for Public Libraries 
100 1  Gatehouse, Derek,|eauthor. 
245 14 The Perfect SalesForce /|cGatehouse, Derek.|h[O'Reilly for
       electronic resources] 
250    1st edition. 
264  1 |bAscent Audio,|c2017. 
300    1 online resource (24559 pages) 
336    spoken word|bspw|2rdacontent 
337    computer|bc|2rdamedia 
338    online resource|bcr|2rdacarrier 
347    audio file 
365    |b89.98 
520    How any company can build an incredibly effective 
       salesforce by learning from the best in the world Despite 
       billions spent every year on personality profiling, sales 
       training, motivational experts, coaches, and incentives, 
       there's never been a proven formula for building a 
       salesforce of top performers. Finding such a "holy grail" 
       of sales has been Derek Gatehouse's obsession for decades.
       To identify what makes a top-producing salesperson-the 
       kind who sells four times more than everyone else-and why 
       some sales teams have a high percentage of top producers, 
       he interviewed more than two thousand executives in many 
       different industries. His findings challenge the 
       conventional wisdom about hiring, training, managing, and 
       rewarding a sales team. Gatehouse has tested virtually 
       every personality assessment tool, sales process, training
       methodology, and management system available, only to 
       conclude that the vast majority of those systems don't 
       raise performance in a lasting way. Instead, the world's 
       greatest sales teams share six simple but critical 
       practices. For instance, they all: Hire for talent, not 
       skill or even experience Blend positive and negative 
       motivators Measure results instead of micromanaging 
       process The audiobook features dozens of anecdotes and 
       clear lessons for any company seeking dramatic improvement
       in its sales performance. 
542    |fCopyright © Ascent Audio 
550    Made available through: Safari, an O'Reilly Media Company.
588 0  Online resource; Title from title page (viewed April 1, 
       2017). 
590    O'Reilly|bO'Reilly Online Learning: Academic/Public 
       Library Edition 
650  0 Business. 
650  6 Affaires. 
650  7 businesses (business enterprises)|2aat 
650  7 Business.|2fast|0(OCoLC)fst00842262 
655  4 Audiobooks. 
700 1  Pratt, Sean,|enarrator. 
710 2  O'Reilly for Higher Education (Firm),|edistributor. 
710 2  Safari, an O'Reilly Media Company. 
856 40 |uhttps://ezproxy.naperville-lib.org/login?url=https://
       learning.oreilly.com/library/view/~/9781469066615/?ar
       |zAvailable on O’Reilly for Public Libraries 
994    92|bJFN