MARC details
| 000 -LEADER |
|---|
| fixed length control field |
05809cam a2200325 i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
19095472 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20220527085410.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
160516s2016 nju b 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2016013235 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781119286646 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Description conventions |
rda |
| Modifying agency |
DLC |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.4 |
| Item number |
.W45 2016 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.8102 |
| Edition number |
22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Whistman, Jonathan, |
| Dates associated with a name |
1972- |
| Relator term |
author. |
| 245 14 - TITLE STATEMENT |
|---|
| Title |
The sales boss: the real secret to hiring, training and managing a sales team |
| Statement of responsibility, etc. |
Jonathan Whistman. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
USA |
| Name of publisher, distributor, etc. |
Wiley |
| Date of publication, distribution, etc. |
2016 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xii, 260 pages : |
| Dimensions |
23 cm |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 8# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
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. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
"The step-by-step guide to a winning sales team 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"-- |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
"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"-- |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Sales management. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Employee selection. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Employees |
| General subdivision |
Training of. |
| 776 08 - ADDITIONAL PHYSICAL FORM ENTRY |
|---|
| Relationship information |
Online version: |
| Main entry heading |
Whistman, Jonathan, 1972- author. |
| Title |
Sales boss |
| Place, publisher, and date of publication |
Hoboken : Wiley, 2016 |
| International Standard Book Number |
9781119286721 |
| Record control number |
(DLC) 2016023020 |
| 906 ## - LOCAL DATA ELEMENT F, LDF (RLIN) |
|---|
| a |
7 |
| b |
cbc |
| c |
orignew |
| d |
1 |
| e |
ecip |
| f |
20 |
| g |
y-gencatlg |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Books |