The Sales Boss - by Jonathan Whistman (Hardcover)

Book Synopsis

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--but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it's the sales manager's responsibility to build a team with the right balance of skills, strengths, and weaknesses. This book shows you how to find the exact people you need, bring them together, and empower them to achieve more than they ever thought possible. You'll learn what drives high performance, and how to avoid the things that disrupt it. You'll discover the missing pieces in your existing training, and learn how to invest in your team to win. You'll come away with more than a better understanding of great sales management--you'll have a concrete plan and an actionable list of steps to take starting right now.

Your people are the drivers, but you're the operator. As a sales manager, it's up to you to give your team the skills and tools they need to achieve their potential and beyond. This book shows you how, and provides expert guidance for making it happen.

• Delve into the psychology behind peak performance
• Hire the right people at the right time for the right role
• Train your team to consistently outperform competitors
• Build and maintain the momentum of success to reach even higher

Without sales, business doesn't happen. No mortgages paid, no college funds built, no retirement saved for, until the sales team brings in the revenue. If the sales team wins, the organization wins. Build your winning team with The Sales Boss, the real-world guide to great sales management.

From the Back Cover

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

About the Author

JONATHAN WHISTMAN is a partner at the consulting firm Elevate Human Potential (www.elevatehp.com). He has trained, hired, managed, observed, and coached thousands of salespeople through his work with leading sales organizations. His work is centered on the belief that the greatest business results come from focusing on elevating the human potential within a business.