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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.
|Publisher:||Penguin Publishing Group|
|Sold by:||Penguin Group|
|File size:||3 MB|
|Age Range:||18 Years|
About the Author
Table of Contents
The Joys of Having A Player Sales Reps 4
Analyze Your Sales Team 12
The Best Sales Rep Recruiting Methods 24
The Best Sales Rep Hiring Methods 34
The Best Sales Rep Coaching Methods 44
How to Get Started: Topgrading Resources 51
Topgrading Scorecard for Sales Representatives 55
Topgrading Career History Form 58
Topgrading Interview Guide for Sales Representatives 62
Topgrading Reference Check Guide for Sales Representatives 93
How Topgrading Creates Corporate Wealth 99
About the Authors 111