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PDF Ebook Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives, by Bradford D. Smart Ph.D., Greg Alexand
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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.
- Sales Rank: #524063 in eBooks
- Published on: 2008-06-19
- Released on: 2008-06-19
- Format: Kindle eBook
From Booklist
Building on the success of his 1999 topgrading�process to hire, coach, and keep the best people, author-psychologist-consultant Smart teams up with Alexander�(of Sales Benchmark Index) to introduce a hiring method geared to sales reps.�Why such a specific topic? Consider these statistics:�the average tenure of a sales manager is 19 months, and 40 percent of all sales reps fail year after year after year. Thus, the reason for topgrading’s�10 meticulous steps becomes crystal clear. All of these steps are supported by forms and structure, from the scorecard to the reference-check guide. All are based on sound human- resources practices and policies, including a validation of the interview questions by a top-notch labor relations–employment law firm. Although some text seems to be deliberately designed to sell additional products to readers, Topgrading� itself presents valuable information for anyone in the business of people management. --Barbara Jacobs
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.
Most helpful customer reviews
4 of 4 people found the following review helpful.
Don't pay full price for this book.
By Vincent Smith
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.
3 of 3 people found the following review helpful.
Expected More
By Buddy Lo
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.
3 of 4 people found the following review helpful.
A solid short guide to building a better sales team by hiring better salespeople
By Craig Matteson
This book teaches the simple truth that if you hire better salespeople you will get more high quality sales. The authors teach you how to do that and how to coach them to be even better. You will learn how to analyze your sales team and what to do with what you learn. The authors show you how to recruit and hire the best salespeople and provide you with forms, checklists, and key techniques on how to accomplish your purposes. Coaching your salespeople is also very important and this book gives you a chapter on how to do that.
The last chapter provides you with the way to get started with the topgrading process and four appendices that provide the means to scorecard your current sales reps, a career history form so you can understand what your salespeople and prospective salespeople have done, and forms for an interview checklist and reference checks. The last appendix lays out the numbers of how topgrading your sales team will make you more money.
Very good.
Reviewed by Craig Matteson, Ann Arbor, MI
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