Management Consultants
"a manual that should be on every sales manager's desk... open any page and you immediately get value out of it."
Book Description
Today’s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager’s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job.
Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to:
* hire the best sales force * foresee potential surprises * help reps make better decisions * save time and resources * target accurately for better results * work with the CEO and the rest of the company
Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager’s Success Manual is a one-of-a-kind book no sales manager should be without.
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from Amazon:
Pure gold for Sales Managers
and CEOs,
Chief Sales Officers have a corporate life expectancy shorter than CEOs these days. Its quite unlikely that hiring a new sales manager will "fix" your sales problem. Thomas gives the new and seasoned execs bags and bags of strategies and ideas on how to do this perilous job. The no. one killer behavior? A sales manager who over promises and under delivers is on a dead man walking route. Thomas can show you a fact based approach to forecasting that is very quick and effective. Thomas also reinforces one of our lessons learned, any change in sales approach, marketing, new training, new product, new market entry requires two full customer sales cycles to measure if it is working or not. Sales managers need to show patience and build up a reputation for being a predictable business partner to the CEO. Near the back of the book Thomas does a very good analysis of how dead your opportunity is if the product or the market are not compelling. He also presented the clearest explanation of anchoring I have read to date. Anchoring is the basic human nature to fix on a price which then anchors all other discussions. All salesmen know they have to be very cautious about when and where they set the asking price. His explanation is clear and thoughtful and worth the price of the book. Sales people are optimistic by nature. Thomas gives the sales manager tools, attitudes and approaches to match the optimism with success. He is also deeply into working very closely with marketing for sales effectiveness. |
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Reviews
by William T. McCormick,
Sales consultant and manager
The Sales Manager's Success Manual
by
Wayne M. Thomas
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About the Author
Wayne M. Thomas (Sudbury, MA) is a consultant, speaker, and sales
trainer. His clients include AT&T and Sprint. As a sales rep, he won
IBM’s Golden Circle Award, as well as awards at AT&T for building a
top-performing sales team.