The sales boss : the real secret to hiring, training and managing a sales team / Jonathan Whistman

Contents includes:

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 Cod
Chapter 4 The Truth About Humans
Five Fundamental Truths About Human Behavior
A Unique Insider Language
Rituals
Having a Common 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 Selection Process
The Four-Stage Interview Process
Chapter 8 Use the Power of Science in Selection
Chapter 9 On-Boarding 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 Publicly; 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
Bonuses
Chapter 18 Forecasting the Future
Chapter 19 Replicating Success
Chapter 20 The Business of You
The Sales Boss Scorecard
The Scorecard

Includes index.