I wrote two books some time ago (2010 and 2012), which together articulated the philosophical foundations of my approach to sales force development.
Mastering Your Sales Process (2010)
A guide for salespeople that articulates the importance of a structured and systematic approach to selling, and a step-by-step plan for building a system customized to fit the unique needs of a wide variety of personalities, industries and circumstances. Click here to see the book on Amazon.com, or click here for the resources that accompany the book.
Managing the Sales Process (2012)
Building on the sales structure articulated in Mastering Your Sales Process, Managing the Sales Process takes the manager's perspective: how to hire the right people into your organization, and how to set them up for success using the systematic approach to selling articulated in the earlier book. Managing the Sales Process will help lead you to a sales culture of accountability, support and growth. Click here to see the book on Amazon.com.