Details

The Sales Boss

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

von: Jonathan Whistman
20,99 €
Verlag:	Wiley
Format:	EPUB
Veröffentl.:	29.06.2016
ISBN/EAN:	9781119286745
Sprache:	englisch
Anzahl Seiten:	272

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Beschreibungen

Titelbeschreibung

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. <ul> <li>Delve into the psychology behind peak performance</li> <li>Hire the right people at the right time for the right role</li> <li>Train your team to consistently outperform competitors</li> <li>Build and maintain the momentum of success to reach even higher</li> </ul> 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.

Inhaltsverzeichnis

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

Autorenportrait

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.

Back cover copy

THE ESSENTIAL GUIDE TO BUILDING AND LEADING AN OUTSTANDING SALES TEAM! "I am pleased to be introducing you to the book you hold in your hands, The Sales Boss: The Real Secret to Hiring, Training, and Managing a Sales Team, as I have experienced first-hand the financial results possible when an organization's sales team is led by a skilled person operating at the highest level of sales management. My hope is that after you read the book you'll understand all of the nuances involved in leading a high performance sales team and that you'll agree with the statement: Nothing happens until someone sells something." —From the Foreword by Ruben Salinas, President and CEO, Parsagen Diagnostics, Inc. "Jonathan has not only helped me to build winning sales teams at multiple companies but has helped me develop my career in the process. His ability to help me understand my leadership roles and how best to use my skills made me become a better leader and developer of sales talent. His Sales Boss framework has proven results time after time and will help you excel in your role as a Sales Leader. Pick this up and read it." —Jarrod McCaroll, CEO, Weber Inc. "Over the years I have had ample opportunities to be the beneficiary of Jonathan Whistman's keen insights into the human psyche and how it in simple terms relates to successfully managing the prospecting and sales process in capital equipment sales. His command of the subject has led me to engage his help on many occasions, as I worked to develop or fine-tune diverse sales teams under my purview. The results have always been stellar and I am glad to see he has taken the opportunity to distill his real-life business experiences into an easily accessible and straight forward book on how to be an accountable and successful sales manager." —Jan Erik Kuhlman, Senior Vice President of Global Sales and Marketing, Marlen International