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. It covers 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. Packed with savvy advice, enlightening case studies, and no-nonsense knowhow, "The Sales Manager's Success Manual" is a one-of-a-kind book no sales manager should be without.
Wayne and his family have adapted Thoreau's seven principles of living and and working as set out in Walden Today. They have answered for themselves what Thoreau called life's most important practical question, namely, how do you make a living while having the freedom to do what you want.
The Thomas family (wife Susan and 2 teenage daughters) have had the time to eat over 13,000 meals together. They have also made great progress on their family goal of experiencing every American National Park by camping through 48 states.
Like Thoreau, Wayne has made his living in a variety of ways, working in business, government, and academia.
He founded Thomas & Company, a home-based business consulting company in 1994.
Beginning his career at IBM, Wayne earned IBM's highest sales award, the Golden Circle. While a sales executive at AT&T, he was named American Marketing Association Marketer of the Year and won the President's Award for building the top performing sales organization. He is an adjunct professor at Bentley University and author of The Sales Manager's Success Manual (AMACOM).
Wayne holds DBA, MBA, and BA degrees. He has studied marketing and sales management at the Columbia Graduate School of Business and the Kellogg Graduate School. He has also studied literature at Oxford University, England, and programming at the Cambridge Learning Center at MIT.
He has served as Executive Councillor to the Governor of Massachusetts,the state's 3rd ranking constitutional office.
