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52 Sales Management Tips: The Sales Managers' Success Guide Paperback – November 14, 2012


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52 Sales Management Tips: The Sales Managers' Success Guide + Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance + Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
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Product Details

  • Paperback: 68 pages
  • Publisher: Star Solutions That Achieve Results Inc. (November 14, 2012)
  • Language: English
  • ISBN-10: 0991754603
  • ISBN-13: 978-0991754601
  • Product Dimensions: 9 x 6 x 0.2 inches
  • Shipping Weight: 4.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (29 customer reviews)
  • Amazon Best Sellers Rank: #83,786 in Books (See Top 100 in Books)

Editorial Reviews

Review

Wow, Steven has got it right...Focus on sales management to increase sales performance.  No complicated strategy, just actionable coaching tidbits that guide you to the right tool for the right situation at the right time.  This book is a must for the sales management professional.

William "Skip" Miller, author, ProActive Sales Management
 
"The sales manager is the pivotal person in the sales-driven organization, and Steven's book shows you how to excel!"
Brian Tracey, author, Getting Rich Your Own Way
 

From the Back Cover

Overworked and under-supported front line sales managers are desperately looking for resources to improve their performance. 52 Sales Management Tips - The Sales Manager's Success Guide is the book for sales managers who understand that self-development and change are key to unlocking their own success.

52 Sales Management Tips contains over 20 years of Steven Rosen's sales executive management and coaching insights. Whether you are a sales executive, new manager, aspiring sales manager or a veteran manager, YOU will find this book to be a valuable asset. It is the go-to guide to sales management success.

What the experts are saying
The sales manager is the pivotal person in the sales-driven organization, and Steven's book shows you how to excel!"
-Brian Tracy, author, Getting Rich Your Own Way

Wow, Steven has got it right...Focus on sales management to increase sales performance. No complicated strategy, just actionable coaching tidbits that guide you to the right tool for the right situation at the right time.  This book is a must for the sales management professional.
-William "Skip" Miller, author, ProActive Sales Management

"52 Sales Management Tips is a must read for any front line sales manager or for anyone aspiring to be a front line sales manager!  Follow Steven's advice and watch your people transform while sales soar!"
-Andy Miller, Founder and Senior Partner, Big Swift Kick

STEVEN ROSEN, has over 20 years in executive experience, strategy and leadership execution in the pharmaceutical and packaged goods sectors. He is a top sales management consultant whose client list includes Novartis Pharmaceutical, Alcon, Lundbeck, Big Rock Brewery, Allergan, Essilor and other industry leaders. His popular blog and website can be found at starresults.com.

More About the Author

Steven Rosen, MBA is a sales management expert who transforms sales managers into great sales coaches. Steven works with sales executives to hire better reps and managers, develop sales team that outperform the competition, and by doing so achieve greater personal and professional success.

Steven's mission is to inspire sales leaders, managers and reps to achieve their full business potential. When you hire Steven, you get Steven. He has a hands-on approach and thrives on working directly with his clients and helping them discover and achieve their vision.

Steven knows sales -- inside and out. He's been in the trenches and commanded the troops. Steven builds high performance teams, mentoring senior sales executives and front line sales managers to grow their businesses to new heights.

His results orientated approach to corporate leadership, strategy development, execution and building high performance teams in the pharmaceutical and packaged goods sectors defined his success. His expertise in aligning sales and marketing initiatives to achieve key business results and exceed customer expectations has delivered STAR Results from his days as a sales rep to his tenure as a VP of sales for two multi-national pharmaceutical corporations.

He is a high energy and colourful speaker who will inspire your organization to realize STAR Results. Skip the learning curve, and let Steven motivate you to achieve the balance and success you deserve.

Steven holds an undergraduate business degree and a Masters in Business Administration from Concordia University. He lives with his wife and two children in the greater Toronto area.

If you are ready to achieve STAR results through a personalized program of leadership coaching, contact Steven at steven@starresults.com.

Customer Reviews

4.6 out of 5 stars
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I read through the book and highlighted virtually every passage.
S. Laramore
If you lead a sales team, Steven's practical and tactical sales management tips will help you to inspire your team and drive more sales."
Dr. Tony Alessandra
Best of all, Steven has written it in a very easy to read format.
Craig Klein

Most Helpful Customer Reviews

Format: Kindle Edition
Selling is getting tougher and more complicated as the number of sources buyers have to research issues and their potential solutions expand and to then choose from the tremendous variety of solution delivery methods available in the today's marketplace. Yet surprisingly, the problems and potential downfalls sales managers face really haven't change. As Steven Rosen in his excellent new book, 52 Sales Management Tips (STAR Solutions that Change Results, 2012), points out, those primary sales management issues are how to
1. Be a more effective coach
2. Handle their boss
3. Hire sales STARS
4. Drive sales performance and
5. Manage different types of people

Those are the issues that have plagued generation after generation of sales managers for decades--millennia actually.

There is a world of hard earned sales management wisdom that one can discover. Unfortunately the discovery typically takes years and must be gleaned from a large number of sources as one finds them--usually by accident.

Today there's good news in the form of 52 Sales Management Tips for any sales manager struggling with any of the above issues. Whether you're a newly minted sales leader or an old salt dog, Rosen's book has immediately actionable wisdom to help you deal with you and your team's issues.

Each of Rosen's tips is short--typically a third to a half a page long. But don't be fooled by the brevity of the tip. Just because a tip is quick doesn't mean it doesn't have real life application or that it can't make a meaningful difference to you as a sales leader.

As you might have guessed based on Rosen's observation of the five major issues sales leaders face, he addresses each issue in a chapter of its own.
Read more ›
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3 of 3 people found the following review helpful By Dan Waldschmidt on October 28, 2012
Format: Kindle Edition
Steve Rosen makes sales management a common senses subject. In 52 powerfully easy tips he delivers the sound advice every managers needs to hear. Stop wasting your time reading 400+ page books on the topic and grab this "speedy read". You'll be inspired to try something new and you won't be bored by "filler". I've read it cover to cover -- and I can't say that about too many business books. Be awesome. Read this right now.
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5 of 6 people found the following review helpful By Mark Kosoglow on October 29, 2012
Format: Kindle Edition Verified Purchase
52 Sales Management Tips was not what I was expecting. I was, of course, thinking of 200+ pages and a ton of reading to have to find time for. I was up for it, but I'm sure you know how that goes....

I was surprised when I went to highlight something that my Kindle app reported I was already 15% of the way through the book. I looked around and saw what I had gotten: basically all the highlighting already done on the 200+ pager I thought I was going to have to find time for.

Just to be clear -- I was pumped about this.

I have opened up 52 Tips several times when I had a few minutes and buzzed through a dozen of the 52 tips. I take one or two and put them in my daily journal as things to think about. As I work my way through them, I'm sure I will find some things I need to do differently and be reminded the stuff I believe in really does works.

In the end, that's what I want. A book that ignites thought and creativity. That's what I got in a surprising format.

Thanks for a quick, powerful read. It will reside in the Kindle app on my iPhone for years to come.
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2 of 2 people found the following review helpful By kfb on December 5, 2012
Format: Kindle Edition Verified Purchase
Learning something new with every tip. So I knew but it is great to know I am on the right track!!
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2 of 2 people found the following review helpful By Joe Guertin on December 4, 2012
Format: Kindle Edition Verified Purchase
Loved it. This is such an easy-to-read book, and the content is delivered in easy-to-understand `tips' that get you thinking, and inspire action. You can read it in a day, and you'll be a better manager tomorrow.

Rosen really understands managing, and the challenges that managers face today. You'll find tips for virtually every aspect of managing, including strategies for the pressures of hiring and growing `Sales Stars' (and how to deal with `bad apples'), how to lead and inspire salespeople to greater performance and how to grow yourself as a manager and leader.

If you're searching for formulas and psycho-babble, look elsewhere. This is an easy read that's packed with results. "52 Sales Management Tips" is a solid collection of the best no-nonsense advice for today's real-world management challenges.
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2 of 2 people found the following review helpful By Robert Terson on November 5, 2012
Format: Kindle Edition
In my opinion Steven Rosen has expounded on 52 of the most vital actions a sales manager must pay attention to, in order to be successful. This is a book that will help you with hiring and training salespeople, dealing with your toughest customers, and produce more business than you ever imagined; it's filled with pearls of wisdom that will help any sales leader take his/her game to the next level. It's a quick, fun read that you won't be able to put down. I read it through in one fell swoop; I predict you'll do the same. If you want to be a great sales manager, Steven Rosen wrote this book for you!

As Rosen puts it, "Sales managers are the key to driving sales performance. Yet many sales managers are not well trained or coached on how to become a more effective manager. Sales executives are not investing sufficent funds in the right way to help their sales managers up their game. As a result, sales suffer." "52 Sales Management Tips" is designed to help remedy that deficiency. I think you'll find it well worth your time and investment.
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