{"product_id":"the-sales-boss-9781119286646","title":"The Sales Boss","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eThe step-by-step guide to a winning sales team\u003c\/b\u003e \u003cp\u003e\u003ci\u003eThe Sales Boss\u003c\/i\u003e 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\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eForeword v\u003c\/p\u003e \u003cp\u003eIntroduction ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 The Work of a Sales Boss 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Importance of Sacred Rhythms 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 The DNA of a Sales Boss 15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat It Takes to Be Great 17\u003c\/p\u003e \u003cp\u003eThe Management Code 22\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 The Truth About Humans 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFive Fundamental Truths About Human Behavior 32\u003c\/p\u003e \u003cp\u003eA Unique Insider Language 40\u003c\/p\u003e \u003cp\u003eRituals 41\u003c\/p\u003e \u003cp\u003eHaving a Common Enemy 42\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Your First 30 Days as Boss 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGetting Started with Your Team: The First 30 Days 49\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Understanding the Market for Hiring 69\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Hiring a Superstar Salesperson Is Tough 71\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Step by Step to Hiring a Sales Superstar 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Selection Process 79\u003c\/p\u003e \u003cp\u003eThe Four-Stage Interview Process 89\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Use the Power of Science in Selection 103\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 On-Boarding a New Member of the Sales Team 109\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Know Your Sales Process and Your Numbers 123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Numbers That Matter 129\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Who Gets My Time and Attention? 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Team Rhythms That Lead to Group Cohesion 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGroup Meetings 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Individual Rhythms That Lead to Star Performances 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIndividual Meetings Framework 155\u003c\/p\u003e \u003cp\u003eThree Types of Individual Meetings 158\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Keep Score Publicly; Motivate Individually 181\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 Lead by Principle, Not Policy 189\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16 Make Sales Technology Work for You 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 17 Money Talks: Compensation Planning 205\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBase Salary 210\u003c\/p\u003e \u003cp\u003eVariable Commissions 211\u003c\/p\u003e \u003cp\u003eBonuses 211\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 18 Forecasting the Future 219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 19 Replicating Success 225\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 20 The Business of You 233\u003cbr\u003e\u003c\/b\u003e\u003cbr\u003e The Sales Boss Scorecard 243\u003cbr\u003e\u003cbr\u003e The Scorecard 243\u003cbr\u003e\u003cbr\u003e About the Author 254\u003cbr\u003e\u003cbr\u003e Index 256\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866391818583,"sku":"9781119286646","price":20.4,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119286646.jpg?v=1722278431","url":"https:\/\/bookcurl.com\/products\/the-sales-boss-9781119286646","provider":"Book Curl","version":"1.0","type":"link"}