The Unstoppable Sales Team

The Unstoppable Sales Team

by Shawn Casemore
Released August 2023
Publisher(s): Productivity Press
ISBN: 9781000912555

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Book description

This book is written for sales executives, sales leaders, and managers. If you lead a sales team and want to accelerate their sales performance to unstoppable levels without investing in new technology, hire more employees or completely restructure your existing sales team to do so, this book is for you.

Table of contents

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

Product information

  • Title: The Unstoppable Sales Team
  • Author(s): Shawn Casemore
  • Release date: August 2023
  • Publisher(s): Productivity Press
  • ISBN: 9781000912555