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Product Description
Book Description
A concise extension of the business classic Topgrading, targeted to sales managers
Brad Smart?s Topgrading has sold more than 150,000 copies since 1999, making it the definitive book for executives who want to hire, coach, and retain top talent. Now Smart has teamed up with Greg Alexander, who used Topgrading to radically improve his sales force at EMC.
In Topgrading for Sales, they have boiled down the key Topgrading ideas to a pithy 112 pages while focusing on the unique needs of sales managers and sales directors.
Great sales forces don?t just depend on strategies? they depend on hiring the best possible reps. But surveys show that about half of all hires and promotions put an underqualified person in the wrong job. No wonder the average tenure for sales managers is only nineteen months.
Topgrading for Sales takes the guesswork out of hiring by teaching readers how to interview systematically for A-level talent instead of relying on hunches and prejudices. It also shows how to coach B-level reps to turn them into A-players and how to weed out C-players before they do too much damage.
Brad Smart?s Topgrading has sold more than 150,000 copies since 1999, making it the definitive book for executives who want to hire, coach, and retain top talent. Now Smart has teamed up with Greg Alexander, who used Topgrading to radically improve his sales force at EMC.
In Topgrading for Sales, they have boiled down the key Topgrading ideas to a pithy 112 pages while focusing on the unique needs of sales managers and sales directors.
Great sales forces don?t just depend on strategies? they depend on hiring the best possible reps. But surveys show that about half of all hires and promotions put an underqualified person in the wrong job. No wonder the average tenure for sales managers is only nineteen months.
Topgrading for Sales takes the guesswork out of hiring by teaching readers how to interview systematically for A-level talent instead of relying on hunches and prejudices. It also shows how to coach B-level reps to turn them into A-players and how to weed out C-players before they do too much damage.
About the Author
Bradford D. Smart, Ph.D., is the president of Smart & Associates, Inc., based in the Chicago area. A well-known industrial psychologist and consultant with nearly thirty-five years in practice, he has worked with dozens of major companies, including General Electric, Bank of America, and John Deere.
Inside This Book
(Learn More)
First Sentence
This chapter will give you just enough theory to understand what you need to know to successfully apply the Topgrading methods provided in the subsequent chapters. Read the first page Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
This chapter will give you just enough theory to understand what you need to know to successfully apply the Topgrading methods provided in the subsequent chapters. Read the first page Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
4.4 out of 5 stars (14 customer reviews)
3 of 3 people found the following review helpful
2.0 out of 5 stars
Don't pay full price for this book., Dec 23 2010
By Vincent Smith "vcsmith" - Published on Amazon.com
Amazon Verified Purchase(What's this?)
This review is from: Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives (Hardcover)
Following the advice of a reviewer I did not pay full price for this book, I paid $2.92 plus shipping. The book is an easy read with its 54 pages and another 50+ pages of appendixes. Topgrading is a thorough and extensive selection system for hiring top performing people, in the case of this particular book, sales representatives. The problem is that you keep waiting for some real substance beyond the proposed premise of don't hire anybody unless they are the best. The system is quite elaborate in the information you are asked to collect, but you are never given any method for evaluating or how to use this information. They just keep saying that people using their system have much fewer washouts and more high achievers. Reading it was like watching those late night 60-minute infomercials.
2 of 2 people found the following review helpful
2.0 out of 5 stars
Expected More, Jun 23 2010
By Buddy Lo - Published on Amazon.com
Amazon Verified Purchase(What's this?)
This review is from: Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives (Hardcover)
Don't pay full price for this book. It lacks real substance. It all about hiring quality people and assumes those hiring may or may not be the best judgment of character. If you are in sales, you may want to use this book to interview the organization that you may want to work for.
1 of 1 people found the following review helpful
5.0 out of 5 stars
Excellent interview strategies, Feb 17 2010
By Kendra Lee "Author, Selling Against the Goal" - Published on Amazon.com
"Excellent interview strategies and topics. I especially like the recommendations for how to effectively check references." - Kendra Lee, author of Selling Against the Goal
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