Soar Despite Your Dodo Sales Manager (Hardcover)

by Lee B. Salz (Author)
Key Phrases: buying player, needs analysis program, positioning questions, Best Laid Plans, Buying Player Matrix, Navigating Through the Account (more...)

Editorial Reviews

Product Description
Sales expert, Lee B. Salz, found a disturbing trend in business, the chasm that exists between salespeople and their sales managers. This gap is caused by the belief that great salespeople can be hired and will be successful without any company-provided support systems or structure. At the other end of the spectrum, these same companies promote salespeople to sales managers and provide little to no training for this new role. Most sales managers are not equipped to build a successful, scalable sales organization thus creating this sales chasm.

Businesses lose millions of dollars in unrecognized revenue resulting from this flawed approach. Companies have left salespeople to their own devices to figure out success. However, salespeople must have support systems provided by the company in order to meet their true potential, but most sales managers are not equipped or trained to provide this critical framework. As a result, most sales people under-perform, get frustrated, and leave their employer creating high turnover costs and lost revenue.

Salz s newly released book, Soar Despite Your Dodo Sales Manager, tackles this issue head-on. After fifteen years of helping companies bridge the gap as a sales management executive, Lee desired to share his success secrets for all business to benefit. He bridges the gap between salespeople and their managers. This book provides sales people with both an energy boost and tool kit. It empowers salespeople and provides structure, guidance and support for them so they can create their own sales system which he refers to as Sales Architecture®. Told in a mentoring style, the book provides focus to an entire sales organization, helping them become self-sufficient and enabling them to perform at levels they never thought possible. To complete the bridge, the sales managers are provided with a system they can easily reinforce with their teams.

The dodo reference is to the bird that became extinct due to its inability to adapt to its environment. Without bridging this gap, salespeople and sales managers run the same risk of extinction.

About the Author
Lee B. Salz brings a unique perspective to sales and sales management. For over 15 years, he has been in the trenches with sales people and sales managers, not as a consultant, but as the leader of their sales organization. Salz has developed a specialty in building high performance sales organizations in both strategic and transactional sales, in Fortune 500 companies and small start-up ventures. He has been successful in differentiating seemingly commoditized products and services resulting in record revenues and profits.

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 (14 customer reviews)
• Amazon.com Sales Rank: #887,390 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

1 of 1 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

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.

1 of 1 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

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.

1 of 1 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)

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.