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 under qualified person in the wrong job. And only 25% of sales reps hired turn out to be the high performers expected. No wonder the average tenure for sales managers is only 19 months.
Brad Smart’s three editions of Topgrading have sold more than 300,000 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, to offer a concise extension of Smart’s business classic targeted to sales executives who seek to build a sales staff of A Players.
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. Order today and topgrade your team to success!
More Product Information
Hardcover: 113 pages
Publisher: 2008: Portfolio Hardcover
Product Dimensions: 6.2 x 0.7 x 9.2 inches