The Perfect SalesForce: The 6 Best Practices of the World's Best Sales Teams
- 6h 49m 14s
- Derek Gatehouse
- Gildan Media
- 2007
Despite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, there’s never been a proven formula for building a salesforce of top performers. Finding such a “holy grail” of sales has been Derek Gatehouse’s obsession for decades.
To identify what makes a top-producing salesperson—the kind who sells four times more than everyone else—and why some sales teams have a high percentage of top producers, he interviewed more than two thousand executives in many different industries. His findings challenge the conventional wisdom about hiring, training, managing, and rewarding a sales team.
In this Audiobook
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1 THE PERFECT SALESFORCE
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2 THE 6 BEST PRACTICES OF THE PERFECT SALESFORCE
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3 BEST PRACTICE #1: THE 10 SELLING TALENTS
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4 BEST PRACTICE #2: SORTING SALES STAGES FOR TALENT
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5 BEST PRACTICE #3: THE TALENT-BASED HIRING PROCESS
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6 BEST PRACTICE #4: THE PAY PLAN AND QUOTAS
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7 BEST PRACTICE #5: SALES BEHAVIOR TRAINING
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8 BEST PRACTICE #6: RESULT-BASED MANAGEMENT
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9 GROWING THE PERFECT SALESFORCE
