Topgrading For Sales - An Interactive Book Review

Word-Class Methods to Interview, Hire, and Coach Sales Represenatives


Would you believe that 19 months is the average tenure for a sales manager (Director, VP, etc.)?

Would you believe that 40% of all sales people fail year after year?

Would you believe that about 50% of all hires and promotions put an under-qualified person in the wrong job?

This session is an opportunity to participate in a lively book review of Topgrading for Sales, a concise extension of the business classic Topgrading that is targeted to sales managers.

This session will help you quickly learn the key 10 Topgrading steps focused on the unique needs of sales managers and sales directors.

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.


There will be signage in the lobby directing you to the 1st Floor Conference Room. There is ample parking and this will be an easy session to attend and exit to the final session.
Scott is a faculty member and partner in The Sales Management Academy. Scott has a varied background as executive sales leader, turnaround leader, and sales professional including the following: -As OEM Sales Manager, successfully started and developed relationships with Global 1000 Decision Makers to begin technology exchange. -As Senior Vice President of Global Sales successfully integrated teams through 2 acquisitions and designed organization to survive recession. -As Managing Director of European Division, grew revenue 119% in 3 years throughout Europe, Middle East, and Africa territories and saved Division from closure. -As Production Support Manager took start up production support operations to successful ISO9001 in 12 months, supported successful bid of DOD LCS Program culminating in $250M in orders, and saved over $300k in direct acquisition costs during first year. -As United States Marine Corps Officer, successfully led teams ranging in size from 3 to 300. -Publicly recommended and endorsed over 45 times for performance, training, and public speaking by customers and partners as well as former and current managers, peers, and staff. -Honor Graduate, MBA, University of California, Irvine.