The Unstoppable Sales Team: Elevate Your Team’s Performance, Win More Business, and Attract Top Performers

Cover
Half Title
Title Page
Copyright Page
Contents
About the Author
Introduction
PART I: Why You Need a Strong Sales Team (Not Just Strong Sales Performers)
	Chapter 1: Start from Where You Are Right Now
		One Thing That Hasn’t Changed about Selling
		What You Need Isn’t What You Think
		Building an Unstoppable Sales Team
		You’re in a Marathon, Not a Sprint
		Scale Sales Faster Starting from Where You Are Right Now
	Chapter 2: Your Sales Team’s Greatest Challenge
		It’s Becoming More Difficult for Your Buyer to Buy
		The Dawn of Buyer-Centric Selling
			Self-Serve
		Team Decision-Making Requires a Team Approach
		Information Overload: Getting the Right Information at the Right Time
		Master of One Trade; Jack of None
	Chapter 3: Why Selling Has Become a Team Sport
		Being a Lone Wolf Is Just Lonely
		Top Sales Performers are Attracted to Strong Sales Teams
		How Locus of Control Influences a Salesperson’s Beliefs and Behaviors
		Create an Environment Ripe for Learning
		You’re Sitting on a Gold Mine of Best Practices
		Shawn’s Seven-Step Approach for Sales Teams to Adopt Internal Best Practices
	Chapter 4: The Foundation of a Winning Sales Team
		Selling is Competitive; Take Advantage of It
		Experience Trumps Theory: Learn by Doing
		Motivation is Inside Out and Outside In
		Success Breeds Success
PART II: Building Your Unstoppable Sales Team
	Chapter 5: Where to Begin: Assessing Your Sales Team’s Performance
		Setting a Sales Performance Baseline
		Why You Need to Isolate Poor Performance
		Good, Better, Best: A Structure for Sales Team Growth
		Shawn’s Good, Better, Best Approach to Measuring Performance
			Basic Skill Level (Good)
			Intermediate Skill Level (Better)
			Advanced Skill Level (Best)
		Accelerating Performance from Better to Best
	Chapter 6: The Top Sales Skills of an Unstoppable Sales Team
		Why Fit Is More Important Than Experience
		Seven Criteria for Best Fit Sales Team Members
		Shawn’s Criteria for Hiring New Sales Team Members
			Element #1: Team Oriented
			Element #2: Self-Motivated
			Element #3: Collaborative
			Element #4: Creative
			Element #5: Growth Minded
			Element #6: Goal Oriented
			Element #7: Outward Communicator
		How to Address Mistakes and Errors Made by Your Sales Team
		Your Daily Sales Huddle
	Chapter 7: Creating an Environment That Stimulates Sales Team Performance
		Setting and Selling a Compelling Future
		Shawn’s Steps to Create a Compelling Future
		Multi-Directional Communication: Persistent, Parallel, and Permeable
		Shawn’s Three Ps of Effective Sales Team Communication
		Adopting a Hunger for New Skills Development
		Factors That Influence Participation in a Learning Environment
		Shawn’s Rules to Create Sales Team Engagement in a Learning Environment
		Sales Meetings That Stimulate Learning
		Sales Meeting Preparation
		Sales Meeting Format
		Sales Meeting Outcomes
	Chapter 8: Motivation Doesn’t Come from Within
		Why Money is Not a Motivator: Here Is What Is Shawn’s List of Sales Team Motivators
			Shawn’s List of Sales Team Motivators
		Sales Leader Influence over Motivation
			Influence Area #1: Awareness
			Influence Area #2: Positioning
			Influence Area #3: Timing
			Influence Area #4: Indirect Impacts
		Motivating Your Sales Team: The Everyday Sales Mantra
		Your Everyday Sales Mantra Structure
			Example ESM #1
			Example ESM #2
			Example ESM #3
			Example ESM #4
			Example ESM #5
		Measuring the Success and Impact of Your ESM
PART III: A Sales Leader’s Guide to Managing an Unstoppable Sales Team
	Chapter 9: Your Role as the Leader of an Unstoppable Sales Team
		The Difference: Regular Leaders versus Leaders of Unstoppable Sales Teams
		Being the Gatekeeper
		Do You Make the Cut? Assessing Your Unstoppable Sales Leadership Capabilities
		Low Priority, Low Effort
		Low Priority, High Effort
		High Priority, Low Effort
		High Priority, High Effort
		The Journey: Building Your Skills as an Unstoppable Sales Leader
		Unstoppable Sales Leader Self-Assessment
			Scoring
	Chapter 10: Sales Coaching: A Framework for Coaching an Unstoppable Sales Team
		Talking Is Not Coaching: How to Build a Foundation for Effective Coaching
		Shawn’s Foundation for Effective Coaching
		The Pillars for Effective Sales Coaching
		Shawn’s Pillars for Effective Coaching
		Unstoppable Sales Coaching Model
		Shawn’s Unstoppable Sales Coaching Model
			Stage #1: Desired Outcome
			Stage #2: Objectives
			Stage #3: Individual Needs
			Stage #4: Perceived Barriers
			Stage #5: Milestones
				Example #1: Improve Conversion Ratio
				Example #2: Increase Prospecting Activity
		Combining Sales Coaching with Feedback for Greater Impact
		You as a Coach: Assessing Gaps in Your Own Coaching
			Motivation
			Communication
			Mindset
	Chapter 11: Setting Sales Performance Metrics That Matter
		What Gets Measured Doesn’t Always Get Improved
		Shawn’s Rules for Sales Metrics
		Choosing Sales Metrics That Matter
		Dynamic versus Static Measures
		Leading versus Lagging Measures
		Metrics That Motivate Individual Performance
		Team Performance Measures That Matter (and Motivate!)
		Shawn’s Rules for Performance Measures That Matter
	Chapter 12: Technology to Accelerate Your Sales Team’s Performance
		The Three Phases of Sales Team Maturity
		Technology to Support Building Your Unstoppable Sales Team
		Shawn’s Laws of Technology Adoption for Sales Teams
		Technology to Boost Your Sales Team’s Performance
		Introducing New Technology to Support Your Sales Team’s Performance
		Shawn’s Technology Introduction Process
	Chapter 13: Accelerating Your Unstoppable Sales Team’s Performance
		Advancing Your Team’s Sales Skills
		Advancing Your Leadership Skills
		How a Good Coach Can Help Build Your Unstoppable Sales Team
		The Big Short: The Counterintuitive Way to Introduce Changes to Your Team
		Shawn’s Steps for Introducing Change to Your Sales Team
			Step 1
			Step 2
			Step 3
			Step 4
			Step 5
		Attracting Sales Talent with Sales Performer Attraction
		The Future of Sales Talent (and Why You Need to Build an Unstoppable Sales Team)
Closing the Deal
Endnotes
Index