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- Wiley
More About This Title The Sales Boss: The Real Secret to Hiring, Training, and Managing a Sales Team
English
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.
English
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.
English
Foreword v
Introduction ix
Chapter 1 The Work of a Sales Boss 1
Chapter 2 The Importance of Sacred Rhythms 9
Chapter 3 The DNA of a Sales Boss 15
What It Takes to Be Great 17
The Management Code 22
Chapter 4 The Truth About Humans 29
Five Fundamental Truths About Human Behavior 32
A Unique Insider Language 40
Rituals 41
Having a Common Enemy 42
Chapter 5 Your First 30 Days as Boss 45
Getting Started with Your Team: The First 30 Days 49
Chapter 6 Understanding the Market for Hiring 69
Why Hiring a Superstar Salesperson Is Tough 71
Chapter 7 Step by Step to Hiring a Sales Superstar 77
The Selection Process 79
The Four-Stage Interview Process 89
Chapter 8 Use the Power of Science in Selection 103
Chapter 9 On-Boarding a New Member of the Sales Team 109
Chapter 10 Know Your Sales Process and Your Numbers 123
The Numbers That Matter 129
Chapter 11 Who Gets My Time and Attention? 135
Chapter 12 Team Rhythms That Lead to Group Cohesion 141
Group Meetings 145
Chapter 13 Individual Rhythms That Lead to Star Performances 153
Individual Meetings Framework 155
Three Types of Individual Meetings 158
Chapter 14 Keep Score Publicly; Motivate Individually 181
Chapter 15 Lead by Principle, Not Policy 189
Chapter 16 Make Sales Technology Work for You 195
Chapter 17 Money Talks: Compensation Planning 205
Base Salary 210
Variable Commissions 211
Bonuses 211
Chapter 18 Forecasting the Future 219
Chapter 19 Replicating Success 225
Chapter 20 The Business of You 233
The Sales Boss Scorecard 243
The Scorecard 243
About the Author 254
Index 256
