Includes bibliographical references and index.

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.