{"product_id":"2940172471360","title":"The Perfect SalesForce: The 6 Best Practices of the World's Best Sales Teams","description":"\u003cp\u003eHow any company can build an incredibly effective salesforce by learning from the best in the world\u003c\/p\u003e\u003cp\u003eDespite 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.\u003c\/p\u003e\u003cp\u003eTo 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.\u003c\/p\u003e\u003cp\u003eGatehouse 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:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eHire for talent, not skill or even experience\u003c\/li\u003e\n\u003cli\u003eBlend positive and negative motivators\u003c\/li\u003e\n\u003cli\u003eMeasure results instead of micromanaging process\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eThe audiobook features dozens of anecdotes and clear lessons for any company seeking dramatic improvement in its sales performance.\u003c\/p\u003e","brand":"Instructional Systems [Aubrey J. Kline (aka Jim Kline dba Instructional Systems)]","offers":[{"title":"Default Title","offer_id":47106012020976,"sku":"2940172471360","price":27.98,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940172471360_p0.jpg?v=1763836460","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940172471360","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}