Topgrading for Sales: World-class Methods to Interview, Hire and Coach Top Sales Representatives By Bradford Smart and Greg Alexander
Published this month by Penguin’s business imprint, Portfolio, Topgrading for Sales takes Smart’s popular topgrading principles and applies them to the hiring and retention of sales reps. Sales has too long been an art, say authors Smart and Alexander. The unfortunate result is that 40% of sales reps fail to meet their stated annual sales goals and 40% leave their current job each year. Businesses incur staggering financial costs to replace under-performers and those who move on.
If you don’t believe me, there is a simple worksheet provided in the book that will quickly provide all the proof you need. Just plug in your own numbers and prepare to be horrified. (more…)
