TY  - BOOK
AU  - Whistman,Jonathan
TI  - The sales boss: the real secret to hiring, training, and managing a sales team 
SN  - 9781119286646
U1  - 658.8/102 23
PY  - 2016///
CY  - Hoboken, New Jersey
PB  - John Wiley & Sons
KW  - Sales management
KW  - Employee selection
KW  - Employees
KW  - Training
N1  - Includes index; 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
N2  - "The Sales Boss: The Real Secret to Hiring, Training and Managing a Sales Team, is a comprehensive guide on how to create a winning sales team. In any business, nothing happens until somebody sells something. Nobody pays their mortgages, no kids get sent to college, and no retirements get funded until the salesperson is able to close business and get revenue coming in the door. In a company with a sales manager, the hiring, training and success of the sales people lay directly at the feet of the manager. The importance and significance of this role can well be illustrated by a recent study that shows that 95% of the CEOs in mid-size companies have at some point in their career filled the role of Sales Manager prior to being promoted to run the company. Clearly, this job matters. The hopes and dreams of the entire company depend on the job being done masterfully. The Sales Boss refers to a sales leader operating at peak performance and overseeing a team of people that outperforms the competition. Inside the cover of this book, the reader will begin a journey that will help them take a deep look into the psychology behind getting a team operating at the highest levels. A step-by- step guide to hiring, training, and managing the team follows this introduction and will leave the reader not only with an understanding of what needs to be done but with direct examples of how they can do
ER  -