John Boyens, sales productivity expert with 22 years of experience as a sales executive, shares his knowledge on sales management strategy to get deals done. Giving a peek of his book, Creating a Productive Selling Zone, you’ll find how it’s more than just the art of selling but the science of it. He talks about how to manage a sales team and hiring the right people, emphasizing the importance of asking the right questions. Putting forward his own thoughts on the best person to bring on board, he talks about the characteristics of an ideal team player as well as the next steps a sales manager needs to take. He also covers topics about the appropriate level of inspection timing and the cycle. Finally, he rounds up the discussion by identifying how to get somebody engaged and be held accountable.