The Sales Boss: The Real Secret to Hiring, Training and Managing a Sales Team

The Sales Boss: The Real Secret to Hiring, Training and Managing a Sales Team

by Jonathan Whistman


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Product Details

ISBN-13: 9781119286646
Publisher: Wiley
Publication date: 07/25/2016
Pages: 272
Sales rank: 838,122
Product dimensions: 6.30(w) x 9.00(h) x 0.80(d)

About the Author

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.

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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

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