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The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits Kindle Edition

4.7 out of 5 stars 27 customer reviews

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Length: 260 pages Word Wise: Enabled
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Editorial Reviews

From the Inside Flap

You outsold your colleagues and put your company ahead of the competition, so you've just been rewarded with a big promotion to sales manager. Congratulations! Now for the rub: You've gone from being an expert salesperson to an incompetent manager—and on top of that, you may be stuck doing your old sales job while you transition to your role as sales manager. Your team (you outsold them all, remember?) can't put out their own fires, and you're the last one to leave every night. Your superiors grunted something about management classes at the local college, which don't start until next semester. In other words, you're a rookie again, and you're on your own, kid.

The Accidental Sales Manager explains the "sales management trap," where you spend your days exhausting yourself with middling tasks, losing out on sales, and suffering under a team of people who lack accountability and leadership. Drawing from the experiences of scores of sales managers, this book delivers immediately applicable ideas for coaching and developing a team of accomplished salespeople who manage themselves. Understand how to communicate up and down the chain of command, so that you know what's expected of you and your subordinates become better salespeople who raise company profits. You'll learn:

  • The seven roadblocks that keep B players from becoming A players

  • How to find out what is actually happening with your employees, and then manage the gap to lead salespeople from lagging sales to hitting their targets

  • How to recruit the best people by asking the right questions and hiring for traits rather than skill sets

  • How to lead for commitment instead of managing for compliance

  • How to conduct sales meetings that elicit desired changes in behavior and measurable gains in revenue

Once you escape the sales management trap, you'll find the same level of achievement as a manager that you enjoyed as a salesperson. You drove yourself to success—now lead your sales team to record profits.

From the Back Cover

"Chris Lytle has vast sales experience and insight that can help any sales manager rise to the challenge and succeed. Read The Accidental Sales Manager if you want actionable ideas that will make you a better leader and help your salespeople sell more." —Mark Sanborn, author of The Fred Factor and You Don't Need a Title to Be a Leader

"A must-read for new and seasoned sales managers and CEOs." —Robert S. Tramburg, CEO of VP Holdings Corporation

"Chris Lytle is the quintessential manager's manager. His insights and understanding are enduring. This is a book of best practices, not to be shelved after reading once, but to be referenced over and over." —Joe Koff, Director of Sales Training and Development, Sinclair Broadcast Group

"The Accidental Sales Manager is a thoughtful and practical tutorial on becoming a high-performance sales leader. It will help all sales managers reflect upon and refine their leadership style and philosophy." —Philip Marineau, retired President and CEO, Levi Strauss & Co.

"Accidental sales managers are an endangered species. This book is their survival guide!" —Jill Konrath, author of SNAP Selling and Selling to Big Companies

"Chris Lytle acknowledges the challenges that take the fun out of your promotion and navigates you through your new sales manager terrain with straightforward advice and a clear picture of what your priorities should be." —Rebecca Dopart, Director of Membership and Corporate Support, Wisconsin Public Radio

"As a struggling entrepreneur, I read The Accidental Salesperson and was inspired to tackle the world. I gave your book to every salesperson I hired, and we were wildly successful. I wish I had The Accidental Sales Manager back then. I could have REALLY blown the roof off the place. This book is awesome!" —Marge Johnsson, former CEO, The Johnsson Group

"Chris Lytle's book will show you the right moves to make now in your sales management career. The working sales managers he has interviewed offer voices of experience and give valuable advice that you will grasp at once. Actionable ideas on every page." —Dr. Denis Waitley, author of The Psychology of Winning

"The Accidental Sales Manager provides both solid insights combined with 'real world' ideas for helping today's sales manager connect better with their sales teams." —John Davis, President, High Gear Training Systems


Product Details

  • File Size: 697 KB
  • Print Length: 260 pages
  • Page Numbers Source ISBN: 0470941642
  • Publisher: Wiley; 1 edition (March 29, 2011)
  • Publication Date: March 29, 2011
  • Sold by: Amazon Digital Services LLC
  • Language: English
  • ASIN: B004V4ERMS
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Enabled
  • Enhanced Typesetting: Not Enabled
  • Amazon Best Sellers Rank: #96,651 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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More About the Author

Chris Lytle walked into his hometown Radio station to apply for a job as a newsman. There were no openings in the news department, but the GM offered him a sales job. The rest is history. He parlayed that job selling advertising into a 35-year professional speaking career. Along the way, he took the time to write a couple of books that resonate with tens of thousands of readers who "ended up in sales" when something else didn't work out.

Customer Reviews

Top Customer Reviews

Format: Hardcover Verified Purchase
I have read lots of management books, all with great ideas and philosophies. Concepts that challenge you and make you think, but the Accidental Sales Manager By Chris Lytle is not just a book, it's a how to guide to being a better manager! I've been a manager for over 20 years, and it's amazing how in that time you forget or don't think about such obvious things you can do to enhance your team. Not to mention the amount of change that happens constantly in product delivery, sales technique, technology, etc.

This book gave me things to do right away! I started reading over the weekend, and on Monday morning, having read only a couple chapters, I was able to immediately put in to place techniques that brought my sellers to life, made us have one of the best sales meetings we've had in a long time, by using a simple question I found in the first pages of the book. Why didn't I think of that?

Chris's writing style is such that you feel like he has his arm around you and feels your pain. He's never condescending, or preachy, quite the contrary. His style is motivational, makes you feel safe and comfortable trying new things, and his logic just turns on the light bulbs in your brain. It the price you pay for this book on Amazon, under $20 bucks are you kidding?

If you're in management, you need to read this book no matter how new you are to management or how long you've been doing it. There are lessons to be learned and techniques to put into practice immediately on the very first pages!

Thanks Chris Lytle! It was no "accident" that I needed this book!
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Format: Hardcover
If you are a Sales Manager and want to become better at being a leader - buy this book! Chris Lytle has been in the sales training field for years, and I can tell you this is the best book on sales management I have ever had the pleasure of reading. It's a working copy of becoming the Sales Manager you want to be. After being in the radio industry for 31 years, someone has finally written a book I wish I would've read a decade ago. I will be asking my Sales Managers to buy this book and we will be reviewing it in an effort to discuss and implement. Great Job Chris! You should be tweeting about The Accidental Sales Manager!
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Format: Hardcover
I've spent 40 years in radio and had the good fortune to have learned from two great sales trainers/coaches. One of the two is Chris Lytle. His new book for sales managers made me almost want to end my retirement and take some eager young salespeople and train and coach them with the lessons Chris teaches in THE ACCIDENTAL SALES MANAGER. I read this book in 3 days. If you want a process of management that makes total sense, one that eliminates the guesswork of how to do it, you've found it.
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Format: Kindle Edition Verified Purchase
I've owned my own business for many years, which involves managing a team of about 10 broker type salespeople (head hunters actually). Recently, I decided that I should read up on sales management because I wanted other peoples perspective on what to do. This was the first book I picked up, and I was impressed with it. I highlighted quite a few passages and noted down a lot of specific things I can try in my business.

For example, the author offers some specific questions to ask interviewees that you're considering hiring. I appreciated that level of detail.

(Just for comparison, the second book I bought was much more general, and I found myself wishing it was more like this one.)
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Format: Kindle Edition Verified Purchase
Most of companies does not have an effective training for new Sales Managers. This book can help you save time in your new role, giving you easy tools to use with your team for a better performance. In each page you already imagine How you can implement in your daily and busy life.
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Format: Hardcover Verified Purchase
Still reaading but so far it gives me some added tools to help manage my sales team. I like the way it lays out tips and suggested ways to implement sales tracking.
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Format: Hardcover Verified Purchase
Chris Lytle has outdone himself again.

I first learned about his work and sales leadership philosophy with his first book "The Accidental Salesperson" in 2000.

The range of topics covered is very comprehensive for rookies and veterans alike.

His work is refreshing, and most importantly effective in gaining results and teaching new and experienced sales representatives new approaches to advancing suspects to prospects and ultimately to highly qualified prospects. His new book does not disappoint, and is delivered with highly practical and actionable strategies and tactics will develop a new Sales Manager, and strengthen the results of any seasoned veteran of sales leadership and management. Thanks Chris for continuing to share your perspectives, experience and insights with the rest of us.

Miguel A. de Jesus
[...]
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Format: Hardcover Verified Purchase
Re-established many of the aspects of being a sales manager and reinforced many of the practices developed naturally. It also uncovered some missed opportunity and the reasons it was not realized. The book addressed a variety of real life situations that all sales managers experience at least once at some point in their career. The author has experienced what he writes about directly so he has a thorough understanding. The book is written in a language and style that is easy understood as it very common to sales operations. It is worth reading at least once a year and therefore should be in every sales manager's personal library. Each time it is read a little more perspective and a little more appreciation for the job and it's intricacies are gained. I strongly recommend this book to anyone in sales management and especially those just starting out.
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