The Perfect SalesForce: The 6 Best Practices of the World's Best Sales Teams

  • 6h 49m 14s
  • Derek Gatehouse
  • Gildan Media
  • 2007

Despite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, there’s never been a proven formula for building a salesforce of top performers. Finding such a “holy grail” of sales has been Derek Gatehouse’s obsession for decades.

To identify what makes a top-producing salesperson—the kind who sells four times more than everyone else—and why some sales teams have a high percentage of top producers, he interviewed more than two thousand executives in many different industries. His findings challenge the conventional wisdom about hiring, training, managing, and rewarding a sales team.

In this Audiobook

  • 1 THE PERFECT SALESFORCE
  • 2 THE 6 BEST PRACTICES OF THE PERFECT SALESFORCE
  • 3 BEST PRACTICE #1: THE 10 SELLING TALENTS
  • 4 BEST PRACTICE #2: SORTING SALES STAGES FOR TALENT
  • 5 BEST PRACTICE #3: THE TALENT-BASED HIRING PROCESS
  • 6 BEST PRACTICE #4: THE PAY PLAN AND QUOTAS
  • 7 BEST PRACTICE #5: SALES BEHAVIOR TRAINING
  • 8 BEST PRACTICE #6: RESULT-BASED MANAGEMENT
  • 9 GROWING THE PERFECT SALESFORCE

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