Attracting and Rewarding Outstanding Employees


You've provided the leadership, inspiration and drive to build your business, but you need to rely on others to help reach the next level of success.
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You've provided the leadership, inspiration and drive to build your business, but you need to rely on others to help reach the next level of success.
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Product Details

Table of Contents

Preface xi
Introduction xiii
Chapter 1 What is an Outstanding Employee? 1
What Are the Qualities of Outstanding Employees?
Understand Employees Basic Needs
Are Your Employees Passionate?
Do They Possess Strong Leadership Qualities?
Can You Meet Their Career Aspirations?
Chapter 2 How Do You Beat the Competition? 15
Can You Offer Employees Stability?
How Do You Attract Competitors' Employees?
What's In It for Me?
Chapter 3 Where Do You Find Outstanding Employees? 23
Create an Exciting Job Description
How Do You Attract Outstanding People?
Hold an Open House with Pizzazz
Chapter 4 How do You Prescreen Applicants? 31
What to Look for in a Resume
Start by Asking the Right Questions
Questions Not to Ask
Always Look for Winners
Chapter 5 What Should You do Before the Interview? 43
Preparing for the Interview
Team Interviews
Posting Job Openings
Chapter 6 How Do You Qualify Candidates During an Interview? 51
Sell Every Candidate
How Do You Deal with Concerns?
Questions for Different Levels of Candidates
Ask the Right Qualifying Questions
Taking Notes
Who Do You Like?
Avoid Pessimists
Chapter 7 How Do You Uncover Hidden Problems? 63
Use Questions to Uncover Hidden Problems
Do They Have the Skills That You Need?
Watch for Body Language and Appearance Problems
Personal Appearance
Chapter 8 How Do You Sella Candidate on Your Organization? 75
Mastering the Art of Persuasion
Using Hooks
The Final Persuader
Chapter 9 What If the Candidate Rejects Your Offer? 81
Why Did They Turn You Down?
Lead with Your Best Foot Forward
Chapter 10 Why Should You Only Hire Team Leaders? 89
What All Teams Need
Make a Great First Impression
Chapter 11 What Can You Do to Minimize Employee Turnover? 95
What to Watch Out For
Questions You Must Ask to Uncover Turnover Problems
Chapter 12 How Do Informal Rewards Help Retain Outstanding Employees? 101
Easy Ways to Implement Informal Rewards
Low-Cost Rewards
Recognition Is Not Optional
Chapter 13 How do Formal Rewards Help Retain Outstanding Employees? 109
Formal Reward Guidelines
Chapter 14 How do You Set Up Achievement Reward Programs? 113
Outstanding Employee Rewards
Productivity Rewards
Employee Suggestion Rewards
Customer Service Rewards
Sales Goal Rewards
Group Rewards
Team Rewards
Chapter 15 How to Use Contests to Excite Outstanding Employees 123
Contest Reward Ground Rules
Link Contests to Team Efforts
Travel Reward Contests
Chapter 16 What Can You do to Keep Your Team Motivated? 129
How Do You Motivate Your Team?
Chapter 17 Where do Fringe Benefits Fit Into Your Rewards Program? 135
Is More Better?
Paint the Big Picture
Offer Incentive Plans
Add a Profit-Sharing Plan
Compensating with Training
Offer Your Employees an ESOP Program
Chapter 18 How do You Motivate Outstanding Employees? 145
Common Motivational Drives We All Have
Where Do You Fit In?
Maintaining Motivation Throughout Your Organization
Give People Real Work to Do
Chapter 19 How Can You Get More Out of Your Outstanding Employees? 153
Speak with a Vision that People Can See
Communicate Through Your Heart
What the Experts Say
Get Your Outstanding People Involved
Chapter 20 What Does the Future Hold for Your Organization? 165
Embrace Change
Perspective on the Future
Future Leaders
The Future of the Sales Organization
Future Roles and Structure
Chapter 21 Where are There More Ideas to Attract Outstanding Employees? 175
Chapter 22 Summary and Conclusions 179
Index 181
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