For more than twenty-five years, we have built our own sales teams, helped companies build and strengthen their recruiting and hiring processes and recruited high- performance salespeople for our clients. While doing so, we've learned and honed a method that identifies each company's unique sales environment as well as the "sales genes" possessed by the candidates who consistently deliver results in that environment, regardless of the obstacles they face and the adversity they encounter. We have implemented this very same sales DNA approach to assist in more than 1,000 winning sales hires. The Sales Gene process you are about to discover works because it takes an insight-based, rather than gut- instinct, approach to sales-talent acquisition. First we will teach you how to decipher the sales gene needed in your company. Then we will re-engineer each step in your recruiting process to screen for and identify that very important gene. Finally, we'll plug your new, model recruits into a fast-track process so they can have an immediate impact on accomplishing your growth goals. When you have worked through The Six-Step Process to Recruit, Hire, and Fast-Track a High-Performance Sales Team, you will have pinpointed the combination of skills, talents, knowledge and acumen required to hire strong players and build a high-impact sales team custom- tailored to your company. You can then use your unraveled sales DNA expertise to build a repeatable formula for consistent hiring success.

We are all looking for the naturals, those salespeople with the right set of DNA potential to become top-earning salespeople in our environment. The reality, however, is this: There is no one-size-fits-all "sales gene." A star salesperson in one company may fail miserably in another. How to Hire Superior Sales DNA gives you the tools to attract, interview and recruit salespeople who will be top performers in your market.

We are all looking for the naturals, those salespeople with the right set of DNA potential to become top-performing salespeople in our environment. The reality, however, is this: There is no one-size-fits-all ??sales gene.?? A star salesperson in one company may fail miserably in another.

Great companies don’t just depend on strategies—they depend on people. The more great people on your team, the more successful your organization will be. But that’s easier said than done. Statistically, half of all employment decisions result in a mishire: The wrong person winds up in the wrong job. But companies that have followed Bradford Smart’s advice in Topgrading have boosted their successful hiring rate to 90 percent or better, giving them an unbeatable competitive advantage. Now Smart has fully revised his 1999 management classic to reintroduce the topgrading concept, which works for companies large and small in any industry. The author spells out his practical approach to finding and managing A-level talent—as well as coaching B players to turn them into A players. He provides intriguing case studies drawn from more than four thousand in-depth interviews. As Smart writes in his introduction, “All organizations, all businesses live or die mostly on their talent, and any manager who fails to topgrade is nuts, or a C player. . . . Those who, way deep down, would sooner see an organization die than nudge an incompetent person out of a job should not read this book... Topgrading is for A players and all those aspiring to be A players.” On the web: http://www.topgrading.com/

A new classic, cited by leaders and media around the globe as a highly recommended read for anyone interested in innovation. In The Innovator’s DNA, authors Jeffrey Dyer, Hal Gregersen, and bestselling author Clayton Christensen (The Innovator’s Dilemma, The Innovator’s Solution, How Will You Measure Your Life?) build on what we know about disruptive innovation to show how individuals can develop the skills necessary to move progressively from idea to impact. By identifying behaviors of the world’s best innovators—from leaders at Amazon and Apple to those at Google, Skype, and Virgin Group—the authors outline five discovery skills that distinguish innovative entrepreneurs and executives from ordinary managers: Associating, Questioning, Observing, Networking, and Experimenting. Once you master these competencies (the authors provide a self-assessment for rating your own innovator’s DNA), the authors explain how to generate ideas, collaborate to implement them, and build innovation skills throughout the organization to result in a competitive edge. This innovation advantage will translate into a premium in your company’s stock price—an innovation premium—which is possible only by building the code for innovation right into your organization’s people, processes, and guiding philosophies. Practical and provocative, The Innovator’s DNA is an essential resource for individuals and teams who want to strengthen their innovative prowess.

The second edition explains the principles of recombinant DNA technology as well as other important techniques such as DNA sequencing, the polymerase chain reaction, and the production of monclonal antibodies.

Practice makes perfect, and 1,037 Practice Questions for the GMAT, 3rd Edition, aims to give you everything you need to do just that. This edition of our practice-packed prep book has been adjusted to encompass information the TPR editors have learned since the last book pubbed (and the test changed) in 2012.