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Sales Leadership: Strategy and Performance

Marketing

ISBN #978-1-952023-71-2

Sales Leadership: Strategy and Performance

Sterling Bone, PhD
Scott Baird, PhD

Selling fuels our economy, and sales leadership matters because it is a primary driver of economic success. The quality of leadership has a significant impact on the success of any given sales team. This resource applies the principles of leadership to a selling environment and provides a framework for practical application using the Griffin Hill Integrity Sales System. It is not enough to discuss the principles of leadership—this textbook will empower leaders to act.

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Course Objective

This resource emphasizes that effective sales leadership is crucial for economic success, providing a framework for practical application of leadership principles within a selling environment using the Griffin Hill Integrity Sales System to empower leaders to take action.

Table of Contents

Chapter 1: Principles of Sales Leadership: An Introduction
Chapter 2: The Sales System: Process, Plays, Metrics, and Coaching
Chapter 3: Building a Performing Team from the Ground Up: Recruiting Principles and Practice
Chapter 4: Leaders Inspire, Motivate, and Teach: The Cadence of Continuous Training and Development
Chapter 5: Leaders Set the Agenda, Assign Responsibilities, and Hold People Accountable
Chapter 6: The Sales Tech Stack and Sales Enablement
Chapter 7: Leaders Make Good Decisions: Data-Driven Decision-Making
Chapter 8: Responsibilities of Senior Sales Executives

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