Recently I wrote a blog post saying that I had been asked to write a review of a new book called Topgrading for Sales by Bradford.D.Smart and Greg Alexander.

Click this link for my first blog post on the sales recruitment and coaching process .

Well. My review is well over due and it is entirely my fault as the logistics behind the book got the book shipped to me in record quick time.

My first impression when the book landed on my doorstep was superb - it fits through my letter box!!

This is always nice to see because I am not a big fan of extremely thick books where the only reasons for so many pages are:

1) To try to justify the price and

2) So the author didn’t have to work at condensing it.

The authors start off with a bold promise:

"Here’s our promise to you: Use the methods and tools provided in this book, and you should easily double the percentage of high performing sales reps."

The authors then describe a process for recruiting, managing and coaching ‘A Player’ sales people that are the best of breed within your Industry. I believe that if you follow the steps, processes and use the forms and tools provided you should be able to deliver on the authors promises.

In an eye opening process the reader is encouraged to firstly identify the cost of mis-hires. Whilst not everyone will get the big numbers delivered in the book, the results should surprise you.

The whole recruitment process is then broken down into logical steps which include all of the forms, questions, structures and potential hazards to watch out for. There are blue print sales interview questionnaires and recruiting tips.

Topgrading for Sales is a small but powerful book that essentially gives a whole system to show you step by step how to recruit, manage and coach the top performing sales people in your industry. If you don’t have it get it know!

I will definitely be introducing my UK Sales Consultancy clients to it and know it will make them thousands.

Get the book here

Sales Training   Sales Consultancy   Sales Programs   Sales Blog

Why not sign up for the Sales DNA Newsletter- Here?

This entry was posted on Thursday, August 21st, 2008 at 2:57 pm and is filed under sales coaching. You can follow any responses to this entry through the RSS 2.0 feed. You can skip to the end and leave a response. Pinging is currently not allowed.