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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
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.
Shipment was split up but all pieces arrived in good condition.Published 5 months ago by Sharri Thomas
This book is for sales managers and for the sales function
It covers the interview process and suggests a list of questions for interviewing
The techniques presented are... Read more
I like the process outlined. We do some of these steps but not all of them consistently. We are in the midst of training our sales leaders this process and their excitement grows... Read morePublished 14 months ago by 212consulting
Easy, quick read
Provides useful tools that can easily be implemented
Would have appreciated advice on how to recruit A players in a competitive marketplace where there... Read more
A must have in one's toolbox for business coaches and hiring managers. This text does not shirk from revealing key elements necessary to insure hiring and retaining A players.Published 22 months ago by Dr. Quentin Newhouse, Jr.
Very little substance in this book. Took me all of 20 minutes to read it cover to cover! "Who" would be a much better use of your time and money. Read morePublished 22 months ago by Joshua A Stika