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The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team's Results - Paperback | Diverse Reads

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team's Results

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It’s the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. The prevailing thought is if you have graduated to sales leadership, you must already know what you’re doing, otherwise you wouldn’t have been promoted into the role.

For most sales leaders, their approach is borne from experiences working for and around other sales leaders. No formal training. No framework. Limited understanding of how individual salespeople are inspired to stay, do their best, and advocate to others.

Hitting a revenue target is not the job, it’s the outcome.

The inspiration of your team is only “coin operated” if you’re doing it wrong.

But there’s good news!

Sales leadership doesn’t have to be that hard. There’s a massive opportunity to stand out from the rest; to be more prepared, more effective and to maximize the revenue capacity of your teams.

And in today’s environment, where the physical and emotional cost of changing sales jobs is practically non-existent, the ability to recruit, retain and optimize has never been more important.

The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to-implement framework for today’s sales leaders.

Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand-and-implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board.

In the end, you’ll see the holes before they form. You’ll stop chasing, and start growing.

ISBN-13: 9781646871117

Media Type: Paperback

Publisher: Ideapress Publishing

Publication Date: 07-05-2022

Pages: 290

Product Dimensions: 6.00(w) x 9.00(h) x (d)

An award-winning sales leader, Todd Caponi's passion is for all things sales methodology, learning theory, and decision science. His expertise is in building the revenue capacity for technology companies, having served in senior leadership roles, helping one organization to a successful IPO followed by an exit valued at almost $3B, won the American Business "Stevie" Award for VP of WW Sales of the Year, and is also a former owner / operator of a sales training and consulting company. He lives just outside of Chicago in Palatine, Illinois.

What People are Saying About This

From the Publisher

“So many amazing ideas and moments in this book that will forever change the way I think about sales leadership. It engages you from beginning to end, bridging the gap between framework and science.”

ANDY KOFOID , President, Global Field Operations at Databricks


“Now more than ever, organizations who prioritize customer success above all else will come out on top. The Transparent Sales Leader is a fantastic resource for those just beginning their sales careers, seasoned leaders, and everyone in between. This insightful book will transform your approach to leadership.”

DJ PAONI , President, SAP North America


“A book on transparency in leadership taking it to the next level! Whether you’re thinking about getting into leadership or have been in the game for years, this is a must-read book where you’ll get better as a result.”

AMY VOLAS, Founder & CEO, Avenue Talent Partners & Co-Founder of Thursday Night Sales

“The Transparent Sales Leader provides straightforward advice, examples, and best practices for any modern sales leader, new or experienced. This is a refreshing guide for how to build trust and high-performing organizations in today’s landscape.”

JEFFROSSET, Founder & CEO, Sales Assembly

Table of Contents

Introduction 1

Part 1 The Transparent Sales Leader Framework 7

Chapter 1 Transparency Defined 9

Chapter 2 The Five Fs Framework 23

Chapter 3 Focus 29

Chapter 4 Field 45

Chapter 5 Fundamentals 57

Chapter 6 Forecast 73

Chapter 7 Fun 101

Part 2 The Behavioral Science of Intrinsic Inspiration 105

Chapter 8 Predictability 111

Chapter 9 Recognition 121

Chapter 10 Aim 127

Chapter 11 Independence 135

Chapter 12 Security 145

Chapter 13 Equitability 155

Part 3 Myths and Applications 161

Chapter 14 The Three Myths of Motivation 163

Chapter 15 The Application 169

Afterword: Lessons Learned from "The Great Resignation" 187

Additional Resources 195

Acknowledgments 197

Endnotes 203

Index 207