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
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
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
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
Chapter 18: Forecasting the Future
Chapter 19: Replicating Success
Chapter 20: The Business of You
The Sales Boss Scorecard
About The Author