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

Overview

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 ...

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

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Overview

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.

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Product Details

  • ISBN-13: 9781591842064
  • Publisher: Penguin Group (USA) Incorporated
  • Publication date: 6/19/2008
  • Pages: 128
  • Sales rank: 406,568
  • Product dimensions: 9.16 (w) x 6.18 (h) x 0.61 (d)

Meet 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.

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Table of Contents

Introduction 1

Ch. 1 The Joys of Having A Player Sales Reps 4

Ch. 2 Analyze Your Sales Team 12

Ch. 3 The Best Sales Rep Recruiting Methods 24

Ch. 4 The Best Sales Rep Hiring Methods 34

Ch. 5 The Best Sales Rep Coaching Methods 44

Ch. 6 How to Get Started: Topgrading Resources 51

App. A Topgrading Scorecard for Sales Representatives 55

App. B Topgrading Career History Form 58

App. C Topgrading Interview Guide for Sales Representatives 62

App. D Topgrading Reference Check Guide for Sales Representatives 93

App. E How Topgrading Creates Corporate Wealth 99

Index 107

About the Authors 111

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Sort by: Showing all of 2 Customer Reviews
  • Posted February 17, 2010

    Excellent interview strategies

    "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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  • Anonymous

    Posted July 1, 2011

    No text was provided for this review.

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