The sales boss the real secret to hiring, training and managing a sales team
"The 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 performers—bu...
| Otros Autores: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley
2016.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630247906719 |
Tabla de Contenidos:
- Machine generated contents note: 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.
