Soar Despite Your Dodo Sales Manager [Hardcover]

Lee B. Salz (Author)

Book Description

Publication Date: June 15, 2007

Every day, companies "promote" their top seller to the role of sales manager. However, this move isn't really a promotion, it's a job change which requires mentoring, training, and development. Rarely are those steps taken. "We'll put six people underneath you and get six times the sales." This is merely a sales fallacy as the manager has not been provided with the requisite tools to lead the team to success. They do, however, hold their sales team accountable for achieving the revenue target. Thus, sales people have been left to their own devices to make themselves successful, until now!

Soar Despite Your Dodo Sales Manager, written by sales management strategist Lee B. Salz, teaches sales people how to create their own sales architecture when it has not been provided for them. He shows sales people how to create the systems they need to thrive...develop a sound-byte, design a needs analysis program, profile buying players, and much, much more.

Awarded the silver medal for sales motivation and ranked as one of the top ten sales books of 2008 by The Sales Book Awards, Soar! bridges the gap between sales people and their managers by providing the tools sales people need to drive the revenue that they both desire. Told in a mentoring style, this book provides sales people with both an energy boost and a tool kit.

The dodo reference is not intended to poke fun at sales managers as there is nothing funny about companies underperforming due to the systems not being in place to lead the sales team to succeed. The dodo became extinct because it was not equipped to adapt to its environment. Sales people, sales managers, and their companies share that same risk of extinction if revenue goals are not achieved.

Editorial Reviews

About the Author

Lee B. Salz is a sales management strategist who specializes in helping companies build scalable, high-performance sales organizations through hiring the right sales people, on-boarding them effectively and efficiently, and aligning their sales activity with business objectives using his sales architecture® methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and author of Soar Despite Your Dodo Sales Manager. Lee is a member of the Editorial Advisory Board and featured columnist with Sales and Marketing Management Magazine.

Product Details

• Hardcover: 197 pages
• Publisher: Wbusiness Books (June 15, 2007)
• Language: English
• ISBN-10: 0832950092
• ISBN-13: 978-0832950094
• Product Dimensions: 8.9 x 6.1 x 1 inches
• Shipping Weight: 15.2 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (16 customer reviews)
• Amazon Best Sellers Rank: #484,504 in Books (See Top 100 in Books)

More About the Author

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right sales people, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including the award-winning book Soar Despite Your Dodo Sales Manager and is the host of the Sales Management Minute. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at [e-mail] or 763.416.4321.

Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars A Wise Investment, July 8, 2007

By 

CDK (CA, USA) - See all my reviews

This review is from: Soar Despite Your Dodo Sales Manager (Hardcover)

The "sales" career seems to contain too many variations to allow anyone to construct a comprehensive method of improving sales tactics, and yet Lee Salz has done just that. "Soar Despite Your Dodo Sales Manager" takes the reader on an easy-to-understand journey through the difficulties and benefits of "facilitating a buying process." Salz has created a design, which he calls "Sales Architecture," that gives foundational advice for the reader, allowing you to take the frame of his advice and build on it with your own techniques and within your own niche of the sales market. The book takes the reader from finding the right job all the way to completing the big sale, with a design that allows easy referencing for the future. I highly recommend this book to anyone looking to improve their career in sales, and to anyone who believes they've already reached their peak.

2 of 2 people found the following review helpful:

5.0 out of 5 stars A must read!, June 30, 2007

By 

D.G. Kirtz (TX) - See all my reviews

This review is from: Soar Despite Your Dodo Sales Manager (Hardcover)

If you're like me, you've read dozens of books that claimed they would help you become a better salesperson. Some were pretty good but in many cases, it didn't take long for me to wonder if the authors 'lived' the principles they were writing about. In "Soar Despite Your Dodo Sales Manager", Lee Salz doesn't lecture from a corner office or a podium; instead, he offers real life anecdotes that any salesperson will relate to and learn from.

Though my numbers indicated I was successful, following the principles outlined in "Dodo" raised the bar to heights I never expected. My clients became partners and wanted to buy more from me...their trusted consultant. Even better, clients began offering to be my reference! I am no longer selling to prospects...partners are buying from me. That's a HUGE difference.

I determine whether a book is beneficial based on the number of times I reread parts or all of it. Even after the first, the second, and third read, "Dodo" is worth returning to again and again for a refresher in everything from how to create differentiators to avoiding the commodity trap...or if you're just looking for "the right place to hang your hat".

In a word, "Dodo" is the most worthwhile investment in yourself that you can make...even if you don't work for a Dodo.

2 of 2 people found the following review helpful:

5.0 out of 5 stars Practical, Accessible, Different than Most Sales Books!, June 28, 2007

By 

Brian Greenberg (Scotch Plains, NJ USA) - See all my reviews
(REAL NAME)   

This review is from: Soar Despite Your Dodo Sales Manager (Hardcover)

As a graduate of the Wharton School of Business, I've been asked to read quite a number of how-to-sell books, from Covey's "7 Habits" to "Getting to Yes" and many in between. Most of these books provide useful concepts, but surround them with so much theory and ivory-tower fluff as to make them barely useable in the real world.

"Soar Despite Your Dodo Sales Manager" is distinctly different. The book reads as though your personal sales coach is sitting at your desk next to you, talking you through concrete steps you can take to become a better sales person. It suggests things like "Write a three-minute description of your product" or "make a list of the top 10 attributes of your ideal employer." These are things you can do *RIGHT NOW* to improve your chances for success. The advice is practical, the ideas are well thought out and battle-tested, and the language is simple and accessible. No book will ever replace good old-fashioned experience, but this one stands more of a chance of actually helping people than any I've seen in the genre.

I should also mention that I've known Lee Salz personally for a quarter of a century now. He is everything the book shows him to be - entrepreneurial, hard working, personable, and extremely knowledgeable about the topic on which he speaks. I can personally vouch for his many successes at selling and building world-class sales organizations in several, disparate industries. This is a man who knows what he's talking about, and has proven himself right time after time after time.

I strongly urge you to give this book a try. I promise you won't be disappointed.