Jonathan Whistman

The Sales Boss (eBook, PDF)

The Real Secret to Hiring, Training and Managing a Sales Team

• Format: PDF

Produktbeschreibung

The step-by-step guide to a winning sales team The Sales Boss reveals the secrets to great sales management, and provides direct examples of how you can start being that manager today. The not-so-secret "secret" is that a winning sales team is made up of high performers--but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it's the sales manager's responsibility to build a team with the right balance of skills, strengths, and weaknesses. This book shows you how to find the exact people you need, bring them together, and empower them to achieve more than they ever thought possible. You'll learn what drives high performance, and how to avoid the things that disrupt it. You'll discover the missing pieces in your existing training, and learn how to invest in your team to win. You'll come away with more than a better understanding of great sales management--you'll have a concrete plan and an actionable list of steps to take starting right now. Your people are the drivers, but you're the operator. As a sales manager, it's up to you to give your team the skills and tools they need to achieve their potential and beyond. This book shows you how, and provides expert guidance for making it happen. * Delve into the psychology behind peak performance * Hire the right people at the right time for the right role * Train your team to consistently outperform competitors * Build and maintain the momentum of success to reach even higher Without sales, business doesn't happen. No mortgages paid, no college funds built, no retirement saved for, until the sales team brings in the revenue. If the sales team wins, the organization wins. Build your winning team with The Sales Boss, the real-world guide to great sales management.

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Produktdetails

• Verlag: John Wiley & Sons
• Seitenzahl: 272
• Erscheinungstermin: 29. Juni 2016
• Englisch
• ISBN-13: 9781119286721
• Artikelnr.: 45434647

Autorenporträt

JONATHAN WHISTMAN is a partner at the consulting firm Elevate Human Potential (www.elevatehp.com). He has trained, hired, managed, observed, and coached thousands of salespeople through his work with leading sales organizations. His work is centered on the belief that the greatest business results come from focusing on elevating the human potential within a business.

Inhaltsangabe

Foreword

Introduction

Chapter 1: The Work of a Sales Boss

Chapter 2: The Importance of Sacred Rhythms

Chapter 3: The DNA of a Sales Boss

What It Takes To Be Great

The Management Code

Chapter 4: The Truth About Humans

A unique insider language

Rituals

Having an enemy

Chapter 5: Your First 30 Days as Boss

Getting Started With Your Team- the first 30 Days

Chapter 6: Understanding the Market for Hiring

Why Hiring A Superstar Salesperson Is Tough

Chapter 7: Step-By-Step to Hiring a Sales Superstar

The Sales Selection Process

Design A Well Written Job Posting

Dissect the Resume

The interview process

The 10-minute phone screen

Chapter 8: Use the Power of Science in Selection

Chapter 9: Onboarding a New Member of the Sales Team

Chapter 10: Know Your Sales Process and Your Numbers

The Numbers That Matter

Chapter 11: Who Gets My Time and Attention?

Chapter 12: Team Rhythms that Lead to Group Cohesion

Group Meetings

Chapter 13: Individual Rhythms That Lead to Star Performances

Individual Meetings Framework

Three Types of Individual Meetings

Chapter 14: Keep Score Publically, Motivate Individually

Chapter 15: Lead by Principle, Not Policy

Chapter 16: Make Sales Technology Work For You

Chapter 17: Money Talks: Compensation Planning

Base Salary

Variable commissions

Bonus

Chapter 18: Forecasting the Future

Chapter 19: Replicating Success

Chapter 20: The Business of You

The Sales Boss Scorecard

The Scorecard

About The Author

Index