The handbook is a practical tool that can be deployed (live) in a wide range of sales management situations. It covers 4 high-level issues:
Building the Common Language Sales System [Reserve Now]
- Turning the Sales Pipeline into a Common Language
- Commit-level Sales Forecasting System
- Reporting for Sales: What Really Works
- Creating an Outcomes-based Performance Culture
Sales Review Practices [Reserve Now]
- Group & 1:1 Meetings: Agenda & Procedure
- Individual Deal Diagnosis & Strategizing
- Identifying Activity & Skills Gaps
- Managing a Remote Team
Sales Hiring & Onboarding [Reserve Now]
- Writing a Lean Sales Role Description
- The 3+ Ideal Candidate Profile
- The It-Takes-Two Method of New Sales Hire Selection
- Agile Sales Onboarding: Days 1-5
Developing Sales Talent[Reserve Now]
- The 4 Things the Sales Leader Must Teach
- How to be a Player-Manager & Modeller
- Handling Universal Sales Performance Issues
- Developing an Identity: The 3600 Salesperson
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