the sales boss the real secret to hiring training and managing a sales team

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The Sales Boss

Author : Jonathan Whistman
ISBN : 9781119286646
Genre : Business & Economics
File Size : 59. 41 MB
Format : PDF, ePub, Docs
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"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 it"--

Cracking The Sales Management Code The Secrets To Measuring And Managing Sales Performance

Author : Jason Jordan
ISBN : 9780071769617
Genre : Business & Economics
File Size : 53. 95 MB
Format : PDF, ePub, Docs
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Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

Superstar Sales Manager S Secrets

Author : Barry Farber
ISBN : 9781564146595
Genre : Business & Economics
File Size : 70. 50 MB
Format : PDF, Kindle
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Written expressly for on-the-go sales managers who don't have the time to wade through wordy prose or academic theory, this book is fast-paced and results-oriented. Superstar Sales Manager's Secrets contains scores of easy-to-implement strategies, checklists, and action plans for anyone who's managing a sales team. The book's wisdom is culled from the author's own experience as a top sales manager, as well as feedback from the thousands of managers who have participated in his training programs and seminars. This revised and updated edition is not only a guide to coaching and training sales reps in the skills they need, it's a handbook full of practical tools and motivational strategies to help reps generate activity and get the business. It covers the broad array of skills that every manager -- from the newly appointed to the more experienced -- needs to succeed. It contains valuable information and insights in such areas as hiring and recruiting, effective field coaching skills, running effective sales meetings, and utilizing the most up-to-date technological resources without giving up the personal, human touches necessary to inspire and motivate sales teams.

Sales Growth

Author : Thomas Baumgartner
ISBN : 9781118376195
Genre : Business & Economics
File Size : 77. 91 MB
Format : PDF, Kindle
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A comprehensive guide to how companies can drive sales growth Finding growth today can be an enormous challenge for companies in a complex and fast-changing business environment. There are no simple solutions, but in Sales Growth, experts from McKinsey & Company provide a practical blue-print for achieving this goal by revealing what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Broken down into five overarching strategies, this book focuses on the valuable lessons that power growth, including how to get ahead of the competition by taking advantage of trends and turning complex analysis into simple guidelines that sales reps on your front line need to sell better. Page by page, you'll learn how successful sales executives find untapped pockets of growth, act like locals to make the most of emerging markets opportunities, and power growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Based on interviews of more than 120 of today's most successful global sales leaders, from a wide array of B2C and B2B organizations Offers real-life examples of how successful sales leaders overcame the challenges encountered in the quest for growth Contains insights on finding growth before your competitors, optimizing sales operations and technology, developing sales talent and capabilities, and much more Created by sales executives for sales executives, this book will provide you with the practical guidelines and useful insights to drive sales growth today and in the future.

Sales Management For Dummies

Author : Butch Bellah
ISBN : 9781119094050
Genre : Business & Economics
File Size : 41. 42 MB
Format : PDF, ePub, Mobi
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Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more. Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing. Shows you how to reach your fullest potential in sales Helps you effectively inspire great performance form any sales force Demonstrates how to prospect, recruit, and increase your organization's income and success Teaches you how to manage sales teams to greatness If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.

7 Secrets To Successful Sales Management

Author : Jack D. Wilner
ISBN : 1574440888
Genre : Business & Economics
File Size : 78. 10 MB
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There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

The Sales Acceleration Formula

Author : Mark Roberge
ISBN : 9781119047179
Genre : Business & Economics
File Size : 62. 48 MB
Format : PDF, Mobi
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Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.

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