Topgrading for Sales

Topgrading for Sales

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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.The companya#39;s profitability increases from 5 percent to 5.5 percent, a 10 percent improvement. ... The impact on the market cap is a staggering $44M increase, from $220M to $264M. Thata#39;s right, $44M in shareholder value was created ... Accounting for increased costs associated with the additional revenue creation, the Cost of Sales as a percentage of revenue shrinks from 19.5 percent to 18.8 percent.

Title:Topgrading for Sales
Author:Bradford D. Smart Ph.D., Greg Alexander
Publisher:Penguin - 2008-06-19


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