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Featured Books

From the section: About

September, 2014 |

by Bradford D. Smart, Ph.D., and Greg Alexander

One of the most consistently trying tasks of a sales manager is to hire the best and the brightest salespeople he or she can find. With the failure rate of sales reps averaging 40%, hiring new reps is the most challenging task a sales manager encounters. Do it poorly and the manager costs his company as much as $600,000 for each mis-hired rep (with a base of $100,000). Do it right and the sales manager will hire fewer new reps, reduce training and recruiting costs, and boost company sales faster than anyone thinks is possible. This is what Smart and Alexander's book , Topgrading is all about . Simply stated, it is hiring "A Players," and leaving the rest to your competitors.

This book gets a fast start by giving away the secret sauce on the first page of the introduction with "The Ten Links in the Hiring Chain." Every link has a page number reference for forms and clear how-to-do-it instructions. From a Topgrading Score Card to a talent review form and ways to analyze mis-hires, the sales manager that uses these methods will have a clear roadmap to screen and hire representatives.

The chapters are short, to the point, fast reading nuggets of how to standardize the process. There are only six chapters and five appendix's which have all of the forms you need. The authors promise that if you use their methods and tools in chapters 1-5 you will double your hiring success.

by James Obermayer

Nothing happens until a sale is made. You can't make a sale without a qualified sales lead. These two simple statements explain why sales leads are the lifeblood of every business organization, regardless of product or service. Author, James Obermayer, President of Sales Leakage Consulting and a 25-year sales and marketing veteran, gives real, everyday practical meaning and utility to all of the typical sales and marketing aphorisms.

All in all this the one book sales and marketing executives will refer to and use every day to manage the inquiry and lead management in their organizations. Read more about it.

FREE GIFT: DOWNLOAD A SAMPLE CHAPTER (PDF)

by James Obermayer

A Year's of Sales & Marketing Wisdom at Your Fingertips and on Your Computer! Be more productive and more effective and make more money with Quarterly Planners and a treasure chest of 365 tips — one for every day of the year — organized weekly.

Read more about it.

by Ruth P. Stevens

Trade shows and corporate events: Nowhere else in an organization can someone justify a major expenditure with "We do that every year" or "Our competitors are doing it" or "I like to go there." Some organizations spend as much as 20 percent of there total marketing dollars with only those kinds of justifications.

Those days are fast coming to an end. Smart marketers are using the wisdom of Trade Show and Event Marketing to turn the biggest black hole in their budget into their greatest lead and income generator. Read more about it.

by Patrick McClure
Buy this Amazing Book and Triple your Sales Now!

This unique book will show you how to become amazingly efficient in selling and managing. The world's top salesmen – the best of the best -- have mastered proven skills and strategies which transformed them into consistent winners. What have they learned that makes them so efficient? How can they make it look so easy? What's their secret, and how can you learn it? Read more about it.

Article Comments [Post Your Comment]

	by Bradford D. Smart, Ph.D., and Greg Alexander One of the most consistently trying tasks of a sales manager is to hire the best and the brightest salespeople he or she can find. With the failure rate of sales reps averaging 40%, hiring new reps is the most challenging task a sales manager encounters. Do it poorly and the manager costs his company as much as $600,000 for each mis-hired rep (with a base of $100,000). Do it right and the sales manager will hire fewer new reps, reduce training and recruiting costs, and boost company sales faster than anyone thinks is possible. This is what Smart and Alexander's book , Topgrading is all about . Simply stated, it is hiring "A Players," and leaving the rest to your competitors. This book gets a fast start by giving away the secret sauce on the first page of the introduction with "The Ten Links in the Hiring Chain." Every link has a page number reference for forms and clear how-to-do-it instructions. From a Topgrading Score Card to a talent review form and ways to analyze mis-hires, the sales manager that uses these methods will have a clear roadmap to screen and hire representatives. The chapters are short, to the point, fast reading nuggets of how to standardize the process. There are only six chapters and five appendix's which have all of the forms you need. The authors promise that if you use their methods and tools in chapters 1-5 you will double your hiring success.
	by James Obermayer Nothing happens until a sale is made. You can't make a sale without a qualified sales lead. These two simple statements explain why sales leads are the lifeblood of every business organization, regardless of product or service. Author, James Obermayer, President of Sales Leakage Consulting and a 25-year sales and marketing veteran, gives real, everyday practical meaning and utility to all of the typical sales and marketing aphorisms. All in all this the one book sales and marketing executives will refer to and use every day to manage the inquiry and lead management in their organizations. Read more about it. FREE GIFT: DOWNLOAD A SAMPLE CHAPTER (PDF)
	by James Obermayer A Year's of Sales & Marketing Wisdom at Your Fingertips and on Your Computer! Be more productive and more effective and make more money with Quarterly Planners and a treasure chest of 365 tips — one for every day of the year — organized weekly. Read more about it.
	by Ruth P. Stevens Trade shows and corporate events: Nowhere else in an organization can someone justify a major expenditure with "We do that every year" or "Our competitors are doing it" or "I like to go there." Some organizations spend as much as 20 percent of there total marketing dollars with only those kinds of justifications. Those days are fast coming to an end. Smart marketers are using the wisdom of Trade Show and Event Marketing to turn the biggest black hole in their budget into their greatest lead and income generator. Read more about it.
	by Patrick McClure Buy this Amazing Book and Triple your Sales Now! This unique book will show you how to become amazingly efficient in selling and managing. The world's top salesmen – the best of the best -- have mastered proven skills and strategies which transformed them into consistent winners. What have they learned that makes them so efficient? How can they make it look so easy? What's their secret, and how can you learn it? Read more about it.