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

  • 3h 27m
  • Jonathan Whistman
  • John Wiley & Sons (US)
  • 2016

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.

In this Book

  • The Sales Boss─The Real Secret To Hiring, Training, And Managing A Sales Team
  • Foreword
  • Introduction
  • The Work of a Sales Boss
  • The Importance of Sacred Rhythms
  • The DNA of a Sales Boss
  • The Truth about Humans
  • Your First 30 Days as Boss
  • Understanding the Market for Hiring
  • Step by Step to Hiring a Sales Superstar
  • Use the Power of Science in Selection
  • On-Boarding a New Member of the Sales team
  • Know Your Sales Process and Your Numbers
  • Who Gets My Time And Attention?
  • Team Rhythms That Lead To Group Cohesion
  • Individual Rhythms That Lead To Star Performances
  • Keep Score publicly; Motivate Individually
  • Lead by Principle, Not Policy
  • Make Sales technology Work for You
  • Money Talks─Compensation Planning
  • Forecasting the Future
  • Replicating Success
  • The Business of You
  • The Sales Boss Scorecard


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