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Informationen zum Autor 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. Klappentext The step-by-step guide to a winning sales teamThe 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 higherWithout 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. Zusammenfassung 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. 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
