How to Hire and Develop Your Next Top Performer

How to Hire and Develop Your Next Top Performer – Herb Greenberg

Hiring the wrong person is one of the most costly mistakes a business can make, yet many companies still rely on résumés, experience and gut feeling when choosing new employees. In How to Hire and Develop Your Next Top Performer, Herb Greenberg, Harold Weinstein and Patrick Sweeney of Caliper, a firm that specializes in personality assessment and talent management, offer a different approach.

Drawing on decades of research and assessments of large numbers of people in a variety of roles, the authors argue that a person’s inner motivations and personality qualities are often better predictors of success than experience alone. Their research focused especially on top salespeople, and the book identifies the qualities that distinguish high performers, such as empathy, the drive to persuade, resilience in the face of rejection, and the ability to stay motivated and disciplined.

The authors explain how to identify these qualities during the hiring process, how to match people to the roles that suit them best, and how to use insights about personality to coach, motivate and develop employees once they are hired. They also discuss how to build effective teams and leaders, and how organizations can reduce turnover and boost productivity by putting the right people in the right positions.

Case studies and examples bring the research to life and show how it can be applied in practice.

Practical and insightful, How to Hire and Develop Your Next Top Performer is a valuable resource for managers, sales leaders, recruiters, HR professionals and business owners.