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The Sales Boss


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Table of Contents

Foreword v Introduction ix Chapter 1 The Work of a Sales Boss 1 Chapter 2 The Importance of Sacred Rhythms 9 Chapter 3 The DNA of a Sales Boss 15 What It Takes to Be Great 17 The Management Code 22 Chapter 4 The Truth About Humans 29 Five Fundamental Truths About Human Behavior 32 A Unique Insider Language 40 Rituals 41 Having a Common Enemy 42 Chapter 5 Your First 30 Days as Boss 45 Getting Started with Your Team: The First 30 Days 49 Chapter 6 Understanding the Market for Hiring 69 Why Hiring a Superstar Salesperson Is Tough 71 Chapter 7 Step by Step to Hiring a Sales Superstar 77 The Selection Process 79 The Four-Stage Interview Process 89 Chapter 8 Use the Power of Science in Selection 103 Chapter 9 On-Boarding a New Member of the Sales Team 109 Chapter 10 Know Your Sales Process and Your Numbers 123 The Numbers That Matter 129 Chapter 11 Who Gets My Time and Attention? 135 Chapter 12 Team Rhythms That Lead to Group Cohesion 141 Group Meetings 145 Chapter 13 Individual Rhythms That Lead to Star Performances 153 Individual Meetings Framework 155 Three Types of Individual Meetings 158 Chapter 14 Keep Score Publicly; Motivate Individually 181 Chapter 15 Lead by Principle, Not Policy 189 Chapter 16 Make Sales Technology Work for You 195 Chapter 17 Money Talks: Compensation Planning 205 Base Salary 210 Variable Commissions 211 Bonuses 211 Chapter 18 Forecasting the Future 219 Chapter 19 Replicating Success 225 Chapter 20 The Business of You 233 The Sales Boss Scorecard 243 The Scorecard 243 About the Author 254 Index 256

About the Author

JONATHAN WHISTMAN is a partner at the consulting firm Elevate Human Potential ( 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.

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