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《Preloved Good Condition + Hardcover Edition + Effective Recruitment & Coaching System For Top Sales Performers》Bradford Smart & Greg Alaxander - TOPGRADING FOR SALES : World-class Methods to Interview, Hire, and Coach Top Sales Representatives

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This International bestseller on Sales Recruitment & sales coaching in hardcover edition is a preloved book with good condition and nicely wrapped with protective book-wrapper. Noted that there are slight yellowing appearence on the content page (Refer to attached photo). The original new book is sold at usual price RM96.67 (Hardcover). Now here Only at RM16. A concise extension of the business classic Topgrading, targeted to sales managers How to use the classic Topgrading system to recruit and select the best possible talent for your sales team. 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 sales managers how to interview systematically for high producers: A player talent. It also shows how to coach B player reps to turn them into A players and how to weed out C players before they do too much damage. 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. 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 while adapting them to the unique needs of sales managers. 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. This essential and easy-to-follow guide will significantly improve the performance of your sales team. Using the methods and tools provided, you should easily double your percentage of high performing sales reps. You'll find straightforward Topgrading forms and guides to help sales managers assess current sales reps, obtain all relevant career history information from candidates, and effectively hire A players who will become long-term star performers. 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. 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.

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