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

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en Limba Engleză Carte Hardback – 02 Sep 2016

THE ESSENTIAL GUIDE TO BUILDING AND LEADING AN OUTSTANDING SALES TEAM!
"I am pleased to be introducing you to the book you hold in your hands, The Sales Boss: The Real Secret to Hiring, Training, and Managing a Sales Team, as I have experienced first–hand the financial results possible when an organization′s sales team is led by a skilled person operating at the highest level of sales management. My hope is that after you read the book you′ll understand all of the nuances involved in leading a high performance sales team and that you′ll agree with the statement: Nothing happens until someone sells something."
From the Foreword by Ruben Salinas, President and CEO, Parsagen Diagnostics, Inc.
"Jonathan has not only helped me to build winning sales teams at multiple companies but has helped me develop my career in the process. His ability to help me understand my leadership roles and how best to use my skills made me become a better leader and developer of sales talent. His Sales Boss framework has proven results time after time and will help you excel in your role as a Sales Leader. Pick this up and read it."
Jarrod McCaroll, CEO, Weber Inc.
"Over the years I have had ample opportunities to be the beneficiary of Jonathan Whistman′s keen insights into the human psyche and how it in simple terms relates to successfully managing the prospecting and sales process in capital equipment sales. His command of the subject has led me to engage his help on many occasions, as I worked to develop or fine–tune diverse sales teams under my purview. The results have always been stellar and I am glad to see he has taken the opportunity to distill his real–life business experiences into an easily accessible and straight forward book on how to be an accountable and successful sales manager."
Jan Erik Kuhlman, Senior Vice President of Global Sales and Marketing, Marlen International

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Specificații

ISBN-13: 9781119286646
ISBN-10: 1119286646
Pagini: 272
Dimensiuni: 162 x 229 x 25 mm
Greutate: 0.48 kg
Editura: Wiley
Locul publicării: Hoboken, United States

Textul de pe ultima copertă

THE ESSENTIAL GUIDE TO BUILDING AND LEADING AN OUTSTANDING SALES TEAM!
"I am pleased to be introducing you to the book you hold in your hands, The Sales Boss: The Real Secret to Hiring, Training, and Managing a Sales Team, as I have experienced first–hand the financial results possible when an organization′s sales team is led by a skilled person operating at the highest level of sales management. My hope is that after you read the book you′ll understand all of the nuances involved in leading a high performance sales team and that you′ll agree with the statement: Nothing happens until someone sells something."
From the Foreword by Ruben Salinas, President and CEO, Parsagen Diagnostics, Inc.
"Jonathan has not only helped me to build winning sales teams at multiple companies but has helped me develop my career in the process. His ability to help me understand my leadership roles and how best to use my skills made me become a better leader and developer of sales talent. His Sales Boss framework has proven results time after time and will help you excel in your role as a Sales Leader. Pick this up and read it."
Jarrod McCaroll, CEO, Weber Inc.
"Over the years I have had ample opportunities to be the beneficiary of Jonathan Whistman′s keen insights into the human psyche and how it in simple terms relates to successfully managing the prospecting and sales process in capital equipment sales. His command of the subject has led me to engage his help on many occasions, as I worked to develop or fine–tune diverse sales teams under my purview. The results have always been stellar and I am glad to see he has taken the opportunity to distill his real–life business experiences into an easily accessible and straight forward book on how to be an accountable and successful sales manager."
Jan Erik Kuhlman, Senior Vice President of Global Sales and Marketing, Marlen International


Cuprins

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


Notă biografică

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.