Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives

by Bradford D. Smart, Greg Alexander

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.

Genres: Business, Management

128 pages, Hardcover

First published January 1, 2008

Reviews

[Drew · Rating 4 out of 5]

Very helpful and great suggestions for overhauling our recruiting process. Also currently reading Topgrading, and these 2 together offered a lot of good advice.

[Ajay Kapoor · Rating 3 out of 5]

This was a short book that was more of a teaser than valuable on its own. Recommend the full book.

[David Reber · Rating 4 out of 5]

I'm looking forward to placing these concepts into my hiring processes.

[Joseph McBee · Rating 1 out of 5]

Felt more like an infomercial for the author’s consulting services. I got nothing from it at all, but at least it was short.