Topgrading For Sales

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Topgrading For Sales

Author : Bradford D. Smart Ph.D.
ISBN : 9781440638831
Genre : Business & Economics
File Size : 32.38 MB
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A concise extension of the business classic Topgrading, targeted to sales managers 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 readers how to interview systematically for A-level talent instead of relying on hunches and prejudices. It also shows how to coach B-level reps to turn them into A-players and how to weed out C-players before they do too much damage.
Category: Business & Economics

Topgrading 3rd Edition

Author : Bradford D. Smart Ph.D.
ISBN : 9781101583814
Genre : Business & Economics
File Size : 58.58 MB
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“BRAD HELPED US DEVELOP THE TOOLS TO PICK A-PLAYER LEADERS AT GE.” —JACK WELCH Great companies, large and small, rise or fall because of their talent; the more high performers on your team, the more successful your organization will be. Of course, that’s easier said than done. Research shows that only about 25% of all new hires turn out to be high performers. But companies that have used Brad Smart’s Topgrading system over the past two decades have boosted their hiring success rates dramatically—sometimes even to 90%. Three huge problems account for the typical poor results in hiring: dishonesty (via deceptive résumés), incomplete information (via shallow interviews), and lack of verifiability (via biased references). Topgrading shows how to solve all three problems. Instead of hir­ing by your gut reactions to résumés and interviews, you can start using a scientifically honed process that compels candidates to be totally honest. Smart, one of the world’s foremost experts on hiring, has personally helped hundreds of compa­nies double, triple, or even quadruple their hiring success rates. His clients have ranged from global giants such as General Electric and Honeywell to midsize and small businesses in every field imagin­able, and to not-for-profits such as the American Heart Association. And hundreds of thousands of readers have applied the lessons and tools of the first two editions of Topgrading. The Topgrading system makes hiring easier, faster, and more successful than any other process. And it works at every level, from the front lines to senior management. For the first time in seven years, Smart has fully revised and updated Topgrading with many new tools, techniques, and case studies. This edition now features 40 companies of all sizes, across a wide range of industries and home countries. It’s the most advanced and useful version of Topgrading ever. The third edition includes: Simplified Topgrading methods for entry-level jobs. The new Topgrading Snapshot, which screens out weak candidates in just 15 seconds. The latest version of the acclaimed Topgrading Interview script. Case studies from 35 companies not featured in any previous edition. Many additional innovations created by Topgraders. Topgrading isn’t just about hiring and promot­ing—it’s also about developing talent. It enables leaders to reward their A Players, coach their Bs to become As, and weed out the Cs who are beyond improvement. Many great leaders know that Topgrading works. Find out how it can help your company gain a big competitive advantage.
Category: Business & Economics

Making The Number

Author : Greg Alexander
ISBN : 9781101216477
Genre : Business & Economics
File Size : 76.90 MB
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The essential tool kit to achieve breakthrough sales performance improvements. Numbers don’t lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not new for finance or manufacturing but rarely gets applied to sales. Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct. Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. The authors take readers through their five-step methodology for sales benchmarking, showing how to select metrics; gather, compute, and compare internal and external data; and then actually use the data. Making the Number includes case studies of sales benchmarking in action. For example, find out how Discover Financial Services plays David to the Goliaths of MasterCard and Visa. Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.
Category: Business & Economics

Relationship Economics

Author : David Nour
ISBN : 9781118076033
Genre : Business & Economics
File Size : 66.14 MB
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A revised and updated guide to bridging relationship creationwith relationship capitalization Relationship Economics isn't about taking advantage of friends or coworkers to get ahead. It's about prioritizing and maximizing a unique return on strategic relationships to fuel unprecedented growth. Based on the author's global speaking and consulting engagements, Relationship Economics reveals that success comes from investing in people for extraordinary returns. This revised and updated version explains the three major types of relationships—personal, functional, and strategic—and how to focus each to fuel enterprise growth. It introduces new concepts in relationship management, including the exchange of Relationship Currency, the accumulation of Reputation Capital, and the building of Professional Net Worth. These are the fundamental measures of business relationship, and once you understand them, you'll be able to turn your contacts into better executions, performance, and results. "David Nour is the definitive expert on strategic relationships. He has captured practical, pragmatic, and timely insights in Relationship Economics and has been a valuable resource to my sales transformation efforts." —RANDY SEIDL, Senior VP, Enterprise Servers, Storage and Networking, Americas, HP "Although many understand the importance of relationships, the quantifiable and strategic values of relationships are often underemphasized. David Nour has done just that in¿Relationship Economics." —CRAIG LEMASTERS, President and CEO, Assurant Solutions "If a man is judged by the company he keeps, David Nour's Relationship Economics provides a systematic approach to building value in that judgment. The concepts reach well beyond networking to building lasting and productive relationships." —DENNIS SADLOWSKI, former president and CEO, Siemens Energy & Automation, Inc.
Category: Business & Economics

Value Creation In Middle Market Private Equity

Author : John A. Lanier
ISBN : 9781317002734
Genre : Business & Economics
File Size : 60.83 MB
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Value-creation in Middle Market Private Equity by John A. Lanier holistically examines the ecosystem relationships between middle market private equity firms and their portfolio companies. Small business is the job creating engine in the US economy, and consequently is a prime target market for private equity investment. Indeed, private equity backs over six of each 100 private sector jobs. Both the small businesses in which private equity firms invest, and the private equity firms making the investments, face inter- and intra-company fiduciary leadership challenges while implementing formulated strategy. The architecture of each private equity firm-portfolio company relationship must be uniquely crafted to capitalize on the projected return on investment that is memorialized in the investment thesis. Given the leveraged capital structure of portfolio companies, the cost of a misstep is problematic. Individual private equity professionals are typically members of multiple investment teams for the firm. Not only may each investment team have its own unique leadership style, but its diverse members have to assimilate styles for each team in which they participate relative to a specific portfolio company. Acquisitions and their subsequent integrations add exponential complexity for both private equity investment and portfolio company leadership teams; indeed, cultural integration ranks among the most chronic acquisition obstacles. Accordingly, the stakeholders of private equity transactions do well to embrace leadership best practices in applying value-creation toolbox best practices. The perspectives of both the private equity investment team and the portfolio company leadership team are within the scope of these chapters.
Category: Business & Economics

Workforce Management

Author :
ISBN : IND:30000117317887
Genre : Personnel management
File Size : 78.71 MB
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Category: Personnel management

Sales Management

Author :
ISBN : UOM:35128001795820
Genre : Sales management
File Size : 50.47 MB
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Category: Sales management

The Marketing Agency Blueprint

Author : Paul Roetzer
ISBN : 9781118176887
Genre : Business & Economics
File Size : 32.90 MB
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Build a disruptive marketing agency for the modern age The marketing services industry is on the cusp of a trulytransformational period. The old guard, rooted in tradition andresistant to change, will fall and new leaders will emerge. Hybridmarketing agencies that are more nimble, tech savvy, andcollaborative will redefine the industry. Digital services will beengrained into the DNA and blended with traditional methods forintegrated campaigns. The depth, versatility, and drive of theirtalent will be the cornerstones of organizations that pursue ahigher purpose. The Marketing Agency Blueprint is apractical and candid guide that presents ten rules for buildingsuch a hybrid agency. The new marketing agency model will create and nurture diverserecurring revenue streams through a mix of services, consulting,training, education, publishing, and software sales. It will useefficiency and productivity, not billable hours, as the essentialdrivers of profitability. Its value and success will be measured byoutcomes, not outputs. Its strength and stability will depend on awillingness to be in a perpetual state of change, and an ability toexecute and adapt faster than competitors. The Marketing AgencyBlueprint demonstrates how to: Generate more qualified leads, win clients with set pricing andservice packages, and secure more long-term retainers Develop highly efficient management systems and more effectiveaccount teams Deliver greater results and value to clients This is the future of the marketing services industry. A futuredefined and led by underdogs and innovators. You have theopportunity to be at the forefront of the transformation.
Category: Business & Economics

Ag Professional

Author :
ISBN : CORNELL:31924101440117
Genre : Agricultural consultants
File Size : 68.28 MB
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Category: Agricultural consultants

Pulp Paper International

Author :
ISBN : MINN:31951D00399191A
Genre : Paper industry
File Size : 65.55 MB
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Category: Paper industry

Get Backed Get Big Get Bought

Author : Colin Barrow
ISBN : 9781906465896
Genre : Business & Economics
File Size : 79.44 MB
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"Bebo sale to AOL nets founders a £290m fortune in 3 years." - March 2008 "Foxtons sale nets founder £370m." - May 2007 "L'Oréal buys Body Shop for £652m." - March 2006 For entrepreneurs and business owners alike, this is your ticket to serious money. Fact 1: Business is all about making money. Fact 2: Personal satisfaction is great, but it doesn't pay the bills. If your main ambition is to make big money from your business, you're already on the right track. Over 4 million people start up businesses in the UK each y ear but only 1% become millionaires. Start with the end in mind and you could be one of them. Colin Barrow, bestselling start-up author and business investment specialist, shows you how to shape up for a sale right from the world go: Get Backed - secure big investment Get Big - create real value and strong growth Get Bought - dress the business and negotiate a killer deal With practical advice, tools and stories from those who have done it, you'll find out how to guide your start-up business towards the payday of your dreams.
Category: Business & Economics

Ultimate Small Business Marketing Guide

Author : James Stephenson
ISBN : 9781613080436
Genre : Business & Economics
File Size : 67.14 MB
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The second edition of this comprehensive guide introduces new marketing, advertising, sales and public relations techniques to the 1,500 proven ideas from the first edition. It adds dozens of new high-tech strategies required to stay one step ahead in today’s highly competitive global marketplace. Off- and online resources have been updated and new ones—including blogs and new websites—have been added.
Category: Business & Economics

Hereford World

Author :
ISBN : CORNELL:31924089606358
Genre : Hereford cattle
File Size : 77.6 MB
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Category: Hereford cattle

Time

Author : Briton Hadden
ISBN : STANFORD:36105007111706
Genre : Current events
File Size : 88.75 MB
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Category: Current events

Paper360

Author :
ISBN : MINN:31951P01094196Q
Genre : Paper industry
File Size : 74.26 MB
Format : PDF, Mobi
Download : 915
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Category: Paper industry

Builder

Author :
ISBN : IND:30000120307412
Genre : Construction industry
File Size : 41.46 MB
Format : PDF
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Category: Construction industry

The Differentiated Workforce

Author : Brian E. Becker
ISBN : 9781422135112
Genre : Business & Economics
File Size : 73.87 MB
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Do you think of your company's talent as an investment to be managed like a portfolio? You should, according to authors Becker, Huselid, and Beatty, if you're interested in strategy execution. Many companies fall into the trap of spending too much time and money on low performers, while high performers aren't getting the necessary resources, development opportunities, or rewards. In The Differentiated Workforce, the authors expand on their previous books, The HR Scorecard and The Workforce Scorecard, and recommend that you manage your workforce like a portfolio - with disproportionate investments in the jobs that create the most wealth. You'll learn to: Rise above talent management "best practice" and instead create a differentiated workforce that can't be easily copied by competitors Differentiate those capabilities in your company that are truly strategic Identify your wealth-creating "A" positions Create a new relationship between HR and line managers, and articulate the role each plays in a differentiated workforce strategy Develop the right measures for your organization Based on two decades of academic research and experience working with hundreds of executives, The Differentiated Workforce gives you the tools to translate your talent into strategic impact.
Category: Business & Economics

Nada

Author :
ISBN : UOM:35128001544996
Genre : Automobile industry and trade
File Size : 37.2 MB
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Category: Automobile industry and trade