The Sales Boss

Index

• Absolute closing percentage from quota
• Accepting fault mindset
• Accountability
• Active engagement
• Adamson, Brent
• “Always already listening”
• Amazon Fulfillment Centers
• American Dream
• Analytical minds
• Apple
• Assessment tools: Everything DiSC
  • PXT Select
  • used during the hiring process
• Authenticity: characteristics of
  • how to fire someone with
  • inspiring loyalty and respect through
  • skills and process coaching with
  • of your first communication with team
• Authority: lead by principles approach to
  • why firing a sales team member is a show of
• Autopilot behavior
• Awesome Anomaly (high-earners): description of a
  • why they don't make good Sales Bosses

• Base salary compensation
• Behavior: accurate forecasting requires understanding of your buyers'
  • autopilot
  • individual meeting BOSS framework on
  • jealous reaction to paychecks of top performers
  • ten truths of human behavior
  • weekly group check-in meetings and comparing sales
• Behavior styles: benefits of sales team variety of
  • Everything DiSC assessment of
  • PXT Select assessment of communication and
• Behavior truths: 1: things are only good or bad by comparison
  • 2: people believe they are giving 100 percent or have reason not to
  • 3: people love autopilot
  • 4: people need to belong
  • 5: the only reasons that matter are their reasons
• Beliefs: believe bigger mindset
  • of people that they are giving 100 percent
  • and understanding of what “great” is
• Belonging: having a common enemy to reinforce
  • need for
  • rituals to reinforce
  • unique insider ...