Lucifer Leaders: The Hidden Cost of Deviant Behavior in the Sales Force (en Inglés)
Reseña del libro "Lucifer Leaders: The Hidden Cost of Deviant Behavior in the Sales Force (en Inglés)"
When it comes to leading, training and managing a sales force, Kathy Koultourides has "been there and done that." She's trained 4,000 sales reps, and she's seen it all in terms of sales professionals at their very best and their very worst. This book -- humorous and entertaining in its portrayal of real-life sales team horror stories -- focuses on those "very worst behaviors" and offers stories that are as instructive as they are shocking, interesting and share-worthy. When you know how to spot a "Lucifer Leader" on your sales force, you know how to stop them, help them, show them the door, or -- in the best cases -- avoid hiring them in the first place. Lucifer Leaders: The Hidden Cost of Deviant Behavior in the Sales Force was written for sales managers and senior leaders, human resources professionals, sales trainers, business owners, and anyone touching the sales new hire in the recruiting, hiring, onboarding and training process. What You'll Learn from this Surprisingly Honest BookSales managers, senior leaders and business owners: You will learn the true costs associated with a bad hire -- one who can derail your entire team, your business, and potentially your career. You will also learn what to look out for and the questions you need to ask to gain a deeper understanding about the "product" you are about to hire.Human resource professionals: You will gain insight into the procedures that you can implement to mitigate the enormous costs that plague the sales force when a Lucifer Leader walks among you. You will also learn some strategies to help you to assist your constituents in the recruiting and hiring process.Sales trainers: You will learn to recognize the behaviors, the talk and the attitudes that Lucifer Leaders have up their sleeves. With your keen eye, you can help your sales managers diminish the blow they will feel at the hand of the Lucifer Leader. Many Types of "Sales Force Lucifers"You've heard the phrase "the lesser of two evils," but imagine not just two, but seven, types of evil in your organization's sales force -- seven types of destructive sales professionals who threaten to cost your organization money, time, energy and reputation. Author of Lucifer Leaders, Kathy Koultourides is a strategic talent development and performance improvement consultant who has identified these seven personality types and creatively and aptly dubbed them the Charismatic, Swindler, Criminal, Monte Cristo, Voyeur, Imperious and Wardrobing Lucifers. This unique, straight-talking book shines a light on a particular type of salesperson who has the capability to derail an organization by inciting other sales people on the team to engage in illicit activity. Read real workplace horror stories so you can identify this menace in your midst ... so that he or she can be eliminated from the workplace or never hired in the first place.
