Description
Book SynopsisThe 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 performersbut 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 managementyou''ll have a concrete plan and an actionable list of st
Table of Contents
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
