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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.
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.
JONATHAN WHISTMAN is a partner at the consulting firm Elevate Human Potential ([...] 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.
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
| Erscheinungsjahr: | 2016 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Seiten: | 272 |
| Inhalt: | 272 S. |
| ISBN-13: | 9781119286646 |
| ISBN-10: | 1119286646 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Whistman, Jonathan |
| Hersteller: |
John Wiley & Sons
Turner Publishing Company |
| Maße: | 235 x 157 x 19 mm |
| Von/Mit: | Jonathan Whistman |
| Erscheinungsdatum: | 18.07.2016 |
| Gewicht: | 0,551 kg |
JONATHAN WHISTMAN is a partner at the consulting firm Elevate Human Potential ([...] 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.
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
| Erscheinungsjahr: | 2016 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Seiten: | 272 |
| Inhalt: | 272 S. |
| ISBN-13: | 9781119286646 |
| ISBN-10: | 1119286646 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Whistman, Jonathan |
| Hersteller: |
John Wiley & Sons
Turner Publishing Company |
| Maße: | 235 x 157 x 19 mm |
| Von/Mit: | Jonathan Whistman |
| Erscheinungsdatum: | 18.07.2016 |
| Gewicht: | 0,551 kg |
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