Overview

A great salesperson can make a living. A great sales leader can build an empire. The transition from individual contributor to sales leader is a leap from executing a playbook to architecting the entire machine. It requires a fundamental shift from closing deals to building a team of closers, and from managing a pipeline to designing a predictable, scalable revenue engine. If you're a top-performing salesperson looking for the next level of impact and income, or a new sales manager struggling to get your team to hit its numbers consistently, you've discovered the hard truth: the skills that make a great seller are not the same skills that make a great leader. Relying on your personal closing ability will only lead to burnout and a dependent, underperforming team. From Zero to Sales Leader is the definitive playbook for making this critical career transition. This is not a book of abstract management theories; it is a tactical roadmap for building a high-performance sales organization from the ground up. We provide the specific systems and frameworks you need to hire A-players, design a sales process that works, run effective pipeline reviews, and create a culture that consistently crushes its quota. Inside this sales leadership operating manual, you will master: Designing a Predictable Sales Process: Learn to map out every stage of your sales cycle, from lead generation to close. Define clear entry and exit criteria for each stage, identify key metrics, and build a process that provides a single source of truth for your entire team's performance. Building a Quota-Crushing Team: Master the art of recruiting, hiring, and onboarding elite salespeople. We provide a proven scorecard for identifying the key attributes of a top performer and a structured interview process that removes guesswork and bias. The Sales Coaching Framework: Learn to be a coach, not just a manager. We'll give you a powerful framework for your one-on-ones and call reviews that focuses on developing skills and improving your reps' judgment, not just inspecting their pipeline. Running a World-Class Pipeline Review: Transform your pipeline meetings from painful interrogations into productive, strategic problem-solving sessions. Learn to focus on deal health, strategy, and next steps, empowering your team to move deals forward. Mastering the Sales Compensation Plan: Learn the principles of designing a simple, powerful, and motivating compensation plan that aligns the financial incentives of your team with the revenue goals of the business. Driving Exponential Revenue Growth: Elevate your role from managing a team to driving the entire revenue engine. Learn to forecast accurately, collaborate with marketing to build a robust lead funnel, and present your team's results to the executive leadership with confidence. This is your blueprint for becoming a world-class sales leader. Stop being the team's hero and start building a team of heroes.

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