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
The book features dozens of anecdotes and clear lessons for any company
seeking dramatic improvement in its sales performance.
About the Author
Derek Gatehouse has spent thirty years as a sales rep, sales
manager, sales VP, and sales trainer at companies in many different industries.
He’s currently the CEO of Vendis Inc., a New York-based consulting and training
firm. This is his first book.