Book review: Topgrading for Sales by Bradford Smart PHD and Gregory Alexander

In Topgrading for Sales, we have for the sales focused hiring manager a playbook for bringing in the overachievers needed to maintain ongoing success. Gregory Alexander has aided Dr. Smart in translating his already well known methods into the sales community.

This book is an aid and tutorial for the sales manager that needs what they refer to as A players. There is no doubt that if you leverage these practical suggestions in your day to day hiring practices, the shape of your sales team will change for the better. Now to begin:

Delivery: 6 

As you will soon discover, this is the only place I had real issues with the book. While the appendix and layout of how to use their system is fantastic, I felt that too much time was spent on selling the concept to the reader. After the first example of why this system works, only a fool would not get it. In that sense, I did see the book as not realizing the audience is already hiring sales people and is probably utilizing some of their suggestions.

That said, the language is plain and frank. It would be hard to get lost in their explanations, and the data comes in straight forward packages that are easy to digest and equally as simple to look up and reference.

Concept: 10

I will minimize this explanation for a 10 because it is as basic as the book. THIS BOOK IS 25 YEARS OVER DUE! The need for a process in hiring sales people that covers all of the best practices, I mean, why did it take so long to think of that? While I have been hiring for years, and many of these ideas came to me naturally, to create this blueprint. Gentlemen thank you!

Message: 10

Again, brilliant and obvious. If you are not hiring the best, you are doomed to fail. If you do not use the best practices, you cannot hir the best. They spoon feed us these practices and make it easy. I have already adopted what parts were new to me into my hiring system. Beware of my pre-screening documents and virtual bench, I am even more dangerous than before I read this book.

OVERALL: 9

While a  6 for delivery should have brought this score lower, the concept and message should have rated above the top 10. Since this book should be on every bookshelf for its sound advice and strong documents, the delivery is easily excused. Frankly if you are not using this system, and your competitor is, quit and start working for them today.

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