Topgrading

This is in the “what’s new in topgrading” category.  In May, 2008, the latest of our books, Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top Sales Representatives will be released by Portfolio.  Although the basic concepts are standard, I thought you might be interested in knowing:

• it’s short — a little over 100 pages.  It’s a practical how-to manual with very little theory, but some impressive case studies.
• it includes ROI models.  For years we’ve known that if only one manager in one workshop avoids one (average) mis-hire, the $500,000 savings produces a sky-high ROI.  Of course, almost every manager trained avoids at least one mis-hire in the next year or two. This little book develops the ROI model nicely.
• anticipating release of the book, three pilot programs have been launched — for Microsoft, Johnson & Johnson, and Paychex.  All three are off to a terrific start! 

Wow — sales VPs and managers are super-motivated to topgrade.  They know that almost immediately they can hire more high performers, who will assure higher bonuses for all, and whose improved sales will improve chances that the sales manager will win a promotion.

Stay tuned — as release approaches we’ll probably offer a free webinar.  The “we,” by the way includes co-author Greg Alexander, who topgraded his sales team at EMC and in one year took his region from #12 (of 14) to #1.  How about that — an author who has actually “done” what the book teaches!