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

Bradford D Smart , Greg Alexander
5.0 out of 5 stars  See all reviews (1 customer review)
RRP: 14.72
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Frequently Bought Together

Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives + Topgrading: The Proven Hiring and Promoting Method That Turbocharges Company Performance + Who: The A Method for Hiring
Price For All Three: 44.64

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Product details

  • Hardcover: 113 pages
  • Publisher: Portfolio (19 Jun 2008)
  • Language: English
  • ISBN-10: 1591842069
  • ISBN-13: 978-1591842064
  • Product Dimensions: 23.3 x 15.8 x 1.8 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: 197,037 in Books (See Top 100 in Books)

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Product Description

Topgrading for Sales Smart, the author of the bestselling "Topgrading," has teamed up with Alexander to teach sales managers how to conduct interviews in order to gain the best talent for their sales force. Full description

Inside This Book (Learn More)
First Sentence
This chapter will give you just enough theory to understand what you need to know to successfully apply the Topgrading methods provided in the subsequent chapters. Read the first page
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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5.0 out of 5 stars Five Stars 23 July 2014
By Daisy
Format:Hardcover|Verified Purchase
My husband thought this was a good book and worth a read
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.1 out of 5 stars  15 reviews
4 of 4 people found the following review helpful
2.0 out of 5 stars Don't pay full price for this book. 23 Dec 2010
By Vincent Smith - Published on Amazon.com
Format:Hardcover|Verified Purchase
Following the advice of a reviewer I did not pay full price for this book, I paid $2.92 plus shipping. The book is an easy read with its 54 pages and another 50+ pages of appendixes. Topgrading is a thorough and extensive selection system for hiring top performing people, in the case of this particular book, sales representatives. The problem is that you keep waiting for some real substance beyond the proposed premise of don't hire anybody unless they are the best. The system is quite elaborate in the information you are asked to collect, but you are never given any method for evaluating or how to use this information. They just keep saying that people using their system have much fewer washouts and more high achievers. Reading it was like watching those late night 60-minute infomercials.
3 of 3 people found the following review helpful
2.0 out of 5 stars Expected More 23 Jun 2010
By Buddy Lo - Published on Amazon.com
Format:Hardcover|Verified Purchase
Don't pay full price for this book. It lacks real substance. It all about hiring quality people and assumes those hiring may or may not be the best judgment of character. If you are in sales, you may want to use this book to interview the organization that you may want to work for.
3 of 4 people found the following review helpful
3.0 out of 5 stars Job Hunters Will Find this Useful 7 April 2009
By Donna - Published on Amazon.com
Format:Hardcover|Verified Purchase
This book points out the obvious - do your homework and due diligence and you will get better results. Hard to believe an entire consulting and methodology have been built around stating the obvious; but sales people are known for 'trusting their gut' so maybe they need to be reminded to use a little more science in interviews. Best value is for a job hunter who is interviewing with someone who has been through the program. The book will help you prepare and not be thrown off by the tactics.
3 of 4 people found the following review helpful
5.0 out of 5 stars The Missing Link in Sales Performance 13 Feb 2009
By Mark Tewart - Published on Amazon.com
Format:Hardcover
For twenty years I have performed sales seminars and training around the world. The emphasis from most companies and sales reps in those companies tends to be on sales techniques. It's hard to be effective teaching sales techniques to the wrong person. Although I believe that salespeople are made not born, it's a lot easier to make a superstar salesperson if they have the right make up to begin with. It's hard to make hero's out of zero's. The information in Tograding for sales allows managers, executives and companies to recruit, interview, hire and coach the right salespeople in the right way. The information in this book will dramatically reduce your failure rate in hiring the wrong salesperson and will greatly enhance the success ratio when you do make a correct hiring decision.

[...]
3 of 4 people found the following review helpful
5.0 out of 5 stars A solid short guide to building a better sales team by hiring better salespeople 27 Sep 2008
By Craig Matteson - Published on Amazon.com
Format:Hardcover
This book teaches the simple truth that if you hire better salespeople you will get more high quality sales. The authors teach you how to do that and how to coach them to be even better. You will learn how to analyze your sales team and what to do with what you learn. The authors show you how to recruit and hire the best salespeople and provide you with forms, checklists, and key techniques on how to accomplish your purposes. Coaching your salespeople is also very important and this book gives you a chapter on how to do that.

The last chapter provides you with the way to get started with the topgrading process and four appendices that provide the means to scorecard your current sales reps, a career history form so you can understand what your salespeople and prospective salespeople have done, and forms for an interview checklist and reference checks. The last appendix lays out the numbers of how topgrading your sales team will make you more money.

Very good.

Reviewed by Craig Matteson, Ann Arbor, MI
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