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Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives - Hardcover
Synopsis
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.
"synopsis" may belong to another edition of this title.
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.
Reviews
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
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Topgrading For Sales
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Hardback. Condition: Good. 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 coac. Seller Inventory # 00099547078
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Topgrading For Sales
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Hardback. Condition: Very Good. 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 coac. Seller Inventory # 00108246420
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Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives
Published by
Portfolio (edition First Edition), 2008
ISBN 10: 1591842069
ISBN 13: 9781591842064
Used
Hardcover
First Edition
Seller: BooksRun, Philadelphia, PA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. First Edition. With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting. Seller Inventory # 1591842069-11-1-29
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Topgrading for Sales : World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives
Published by
Penguin Publishing Group, 2008
ISBN 10: 1591842069
ISBN 13: 9781591842064
Used
Hardcover
First Edition
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. First Edition. Former library copy. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Includes library markings. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 9735636-75
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Topgrading for Sales : World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives
Published by
Penguin Publishing Group, 2008
ISBN 10: 1591842069
ISBN 13: 9781591842064
Used
Hardcover
First Edition
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. First Edition. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 4252463-6
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Topgrading for Sales : World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives
Published by
Penguin Publishing Group, 2008
ISBN 10: 1591842069
ISBN 13: 9781591842064
Used
Hardcover
First Edition
Seller: Better World Books: West, Reno, NV, U.S.A.
Seller rating 5 out of 5 stars
Condition: Fine. First Edition. Used book that is in almost brand-new condition. May contain a remainder mark. Better World Books: Buy Books. Do Good. Seller Inventory # 10760520-6
Stock Image
Topgrading for Sales : World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives
Published by
Penguin Publishing Group, 2008
ISBN 10: 1591842069
ISBN 13: 9781591842064
Used
Hardcover
First Edition
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. First Edition. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 4420961-75
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Topgrading For Sales
Seller: World of Books Inc, Montgomery, IL, U.S.A.
Seller rating 4 out of 5 stars
Hardback. Condition: Good. 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 coac. Seller Inventory # CIN1591842069G
Stock Image
Topgrading For Sales
Seller: World of Books Inc, Montgomery, IL, U.S.A.
Seller rating 4 out of 5 stars
Hardback. Condition: Very Good. 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 coac. Seller Inventory # CIN1591842069VG
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Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Salesrepresentatives
Seller: ThriftBooks-Phoenix, Phoenix, AZ, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G1591842069I4N00