The Sales Manager's Success Manual (Hardcover)

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Key Phrases: sales environment, bad statistics, most successful sales managers, United States, Hindenburg Omens, Baby Boomers (more...)

Editorial Reviews

Review

"a manual that should be on every sales manager's desk... open any page and you immediately get value out of it." -- Gerhard Gschwandtner, Founder and Publisher, Selling Power

Product 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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Product Details

• Hardcover: 240 pages
• Publisher: AMACOM (September 26, 2007)
• Language: English
• ISBN-10: 0814480500
• ISBN-13: 978-0814480502
• Product Dimensions: 9 x 6.3 x 1 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (14 customer reviews)
• Amazon.com Sales Rank: #114,332 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

4.0 out of 5 stars A good way to learn about sales management, September 24, 2008

By	Richard Lippmann (Wayland, MA United States) - See all my reviews (REAL NAME)

This is an enjoyable and easy to read book that opened my eyes to the key role sales management plays in successful companies and the difficulties faced by sales managers. Given the many potential issues that can go wrong, it is no wonder that the average tenure of sales managers is only a year.

The book is full of personal examples and interesting results from recent studies. Although I do not work in sales, the book provides many insights into management and work issues that I face. For example, the discussion in Chapters 3 and 4 on how to test the facts to determine when to spend money and time on a potential new project is extremely relevant to selecting new research directions and looking for external funding. Chapter 14 provides a graphical illustration that gathering more information when making decisions can sometimes be counter productive and the dysfunctional models of managers in Chapter 18 can probably be found at many companies.

I recommend this book to people like me who want to learn about issues faced by sales managers and to current sales managers looking for insight into management principles.

2 of 2 people found the following review helpful:

5.0 out of 5 stars Excellent Organizational Leadership Ideas, October 29, 2007

By	Todd S. Eury (Pittsburgh) - See all my reviews (REAL NAME)

There are lots of books about sales management strategy. This book is detailed enough to help build a sales team and it generates practical ideas I feel confident I can use everyday. Thomas portrays a plan and path for direct execution of how to win the sale.

1 of 1 people found the following review helpful:

5.0 out of 5 stars The Sales Manager's Success Manual, September 15, 2008

By	Alexander J. Walker (Stamford, Connecticut USA) - See all my reviews (REAL NAME)

The Sales Manager's Success Manual is the definitive work on sales and sales management for today's sales environment. Wayne Thomas gets it right through well placed vignettes and careful sales and business analysis. Wayne shows how to look deeper and with more precision through the misty veil of activity to get to "what is really happening" and how to deal with it.

Alex Walker,
President & CEO
Anvil Search Group