Discover Your Sales Strengths How the World's Greatest Sales People Develop Winning Careers Book

Approaches sales perofmrance from a data-based perspective, where clear links have been made between performance & fit between the role & individual strengths/talents.

Uses strengthfinder as a mechanism for identifying top talents from a set of 34 themes. Once strengths are known, need to ensure fit (along dimensions of motivation, relationship building, gaining commitment, structure of work, and ability to understand & solve customer needs) and then ensure a good manager.

Also covers the move to sales management, where fit to providing employee engagement needs (on p124 of book) is key.

Lastly, covers some advice from lead sales managers:
- rehire the best
- appreciate uniqueness
- lead from strength (spend most time on top performers)
- be a buffer
- hire the best
- lots to do (work hard)

Good, data based approach to masimising engagement in work/roles & also for ensuring that in others.

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MY STRENGTHS
Top 10 (best first)
Competition
Arranger
Achiever
Communication
Self-Assured
Focus
Individualization (thinks/respects everyone is different)
Positivity
Significance (I want to be recognized)
Woo

Bottom 5 (worst first)
Includer
Adaptability (not focused on future and future plans, but the present and willingness to meet the demands of the moment)
Intellection (liking to think for thinking's sake)
Consistency/Fairness