Most Helpful Customer Reviews
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11 of 11 people found the following review helpful:
5.0 out of 5 stars
This is a Sales Manager's survival guide!, December 12, 2000
Managing salespeople is very hard. Contrary to coventional wisdom, being a successful salesperson has very little to do with being a successful sales manager. Too many organizations put good salespeople in management roles with little preparation, and then they wonder why the failure rate for new sales managers is so high."ProActive Sales Management" is an indispensable guide for any professional sales manager, from the newest to the most seasoned. This is a practical, actionable blueprint for building and managing a winning sales organization. The core of "ProActive Sales Management" is a set of tools that can be immediately applied to a variety of sales management challanges, regardless of size of sales force, type of industry, or even geographic region. Our own organization has successfuly applied these methods in the US, Europe, Asia, Canada and Latin America. The key strength of this book is its common-sense approach. This is not about dogma or ideology, as so many sales and sales management books are. This is about getting the job done, and doing it well. If you manage salespeople, or if you aspire to being a sales manager, you must read this book!
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12 of 13 people found the following review helpful:
3.0 out of 5 stars
Not bad, but don't place too much faith in Sales Gurus, March 15, 2002
By A Customer
Good attempt at writing about sales management, and Skip makes some very solid points in the opening chapter. He points to the need for Leadership as a key element of a good sales manager. Unfortunately, I think Skip knows more about sales than leadership, himself, so he is not great at explaining HOW to be a good leader. He spends a lot of time on how to hire good people, which I agree is important. This might lead some rookie sales managers to fall back on the excuse of inheriting weak sales reps, and worry more about replacing them, than fixing them.
Read the first chapter in a book store somewhere, and save the $$$
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10 of 11 people found the following review helpful:
5.0 out of 5 stars
Brilliant in its simplicity, February 14, 2001
Read this book twice. It is brilliant in its simplicity, yet deep in content. Whether you are a veteran sales manager, or new to the world of driving revenue through others, you will be taking notes and developing action plans for your sales organization.ProActive Sales Management is the most effective, easy to implement structured approach I have seen yet. I would also buy this book for all your strong sales people. They'll gain valuable insight into what skills they need to succeed as an individual contributor, and you'll be developing your next manager as part of your succession plan. Jim Zahka, Vice President of Sales, Knowledge Impact, Inc.
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