One of the books I’ve read recently is “Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives” by Bradford D. Smart, PhD. and Greg Alexander. (I also just finished “Boomsday” which I’ll tell you about in another post soon!).
To paraphrase one of the quotes on the book’s back jacket reads, “The most valuable management skill a person can have is the ability to produce high-talent teams.” The same definitely holds true for proposals. “It’s about the people and the team.”
This very readable book presents a process for hiring the best possible sales reps. It teaches the reader how to hire top talent, coach others to become top talent and also how to “weed out” poor performers before they do damage. I think the latter probably hits home with many of us.
Having done a fair amount of hiring over the years, I found the questions presented for use during interviews to be very interesting. These questions really “dig deep” and get at the real issues. Being a “process guy” I also liked the “step-by-step” approach throughout the book.
As a proposal professional, I found it most interesting to understand better what makes for great sales people. I also found many of the concepts, processes and questions to be very relevant to proposal and will modify and us the process for future hiring of proposal team members.
I’m not sure of all the outlets where Topgrading for Sales can be found but I do know it’s available through Amazon.com and additional info can also be found at its website.
*Who said it? 20 points for the name of the show, 30 for the actor’s name. 50 points for the character’s name.