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Foreword ix
Introduction 1
The Perfect Salesforce 5
The 6 Best Practices of the Perfect Salesforce 19
Best Practice #1: The 10 Selling Talents 33
Best Practice #2: Sorting Sales Stages for Talent 55
Best Practice #3: The Talent-Based Hiring Process 77
Best Practice #4: The Pay Plan and Quotas 101
Best Practice #5: Sales Behavior Training 159
Best Practice #6: Result-Based Management 181
Growing the Perfect Salesforce 201
Acknowledgments 209
Case Study 211
Perfect SalesForce Online Support 265
Index 267
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