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

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

Foreword

Introduction

Chapter 1: The Work of a Sales Boss

Chapter 2: The Importance of Sacred Rhythms

Chapter 3: The DNA of a Sales Boss

What It Takes To Be Great

The Management Code

Chapter 4: The Truth About Humans

A unique insider language

Rituals

Having an enemy

Chapter 5: Your First 30 Days as Boss

Getting Started With Your Team– the first 30 Days

Chapter 6: Understanding the Market for Hiring

Why Hiring A Superstar Salesperson Is Tough

Chapter 7: Step–By–Step to Hiring a Sales Superstar

The Sales Selection Process

Design A Well Written Job Posting

Dissect the Resume

The interview process

The 10–minute phone screen

Chapter 8: Use the Power of Science in Selection

Chapter 9: Onboarding a New Member of the Sales Team

Chapter 10: Know Your Sales Process and Your Numbers

The Numbers That Matter

Chapter 11: Who Gets My Time and Attention?

Chapter 12: Team Rhythms that Lead to Group Cohesion

Group Meetings

Chapter 13: Individual Rhythms That Lead to Star Performances

Individual Meetings Framework

Three Types of Individual Meetings

Chapter 14: Keep Score Publically, Motivate Individually

Chapter 15: Lead by Principle, Not Policy

Chapter 16: Make Sales Technology Work For You

Chapter 17: Money Talks: Compensation Planning

Base Salary

Variable commissions

Bonus

Chapter 18: Forecasting the Future

Chapter 19: Replicating Success

Chapter 20: The Business of You

The Sales Boss Scorecard

The Scorecard

About The Author

Index

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.