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Turbulent Times Leadership for Sales Managers: How the Very Best Boost Sales Paperback – August 16, 2010


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Turbulent Times Leadership for Sales Managers: How the Very Best Boost Sales + Fundamentals of Sales Management for the Newly Appointed Sales Manager + ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
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Product Details

  • Paperback: 135 pages
  • Publisher: Peak Performance (August 16, 2010)
  • Language: English
  • ISBN-10: 0976950634
  • ISBN-13: 978-0976950639
  • Product Dimensions: 9.8 x 7.1 x 0.4 inches
  • Shipping Weight: 10.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Best Sellers Rank: #1,879,037 in Books (See Top 100 in Books)

More About the Author

A New York Times Bestselling author, Tom Connellan is keynote speaker whose clients include FedEx, Marriott, Neiman Marcus, Dell, Sony, and Home Depot. Selling Power Magazine labeled him one of seven "tough talking and truth telling" keynote speakers because he always delivers actionable ideas.

His books follow that same tough talking and truth telling pattern because his unique combination of solid research, street-smart business sense, and straight-shooting approach delivers solid value to the reader.

A former Program Director at the University of Michigan Business School, Tom brings depth and breadth to his writing. He's been the Editorial Director of four management and human resource journals at Michigan's Business School.

As a company founder and former CEO, he knows first-hand what it takes to grow a business. Tom started a service company in the health care field and built it into a network of 1200 instructors serving 300 hospitals and most of the Fortune 500 firms. Tom knows what it's like to be on the firing line of business and this practical experience comes through in his books and keynotes.

Customer Reviews

4.6 out of 5 stars
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Indeed his principles serve as a good guide for leaders in any field not just sales.
Retired Reader
Positive expectations - communicating with staff in a non-punitive but very positive way that changes toward growth are very possible, 2.
Grady Harp
Implementing the lessons in this book will be a giant step forward for most sales managers.
John Chancellor

Most Helpful Customer Reviews

Format: Paperback
The business community is now in the midst of one of the most turbulent and difficult of times, the economic recession has made nearly everyone reluctant to execute any action that requires any risk. Yet unrealistic fears are the greatest danger in these unsettled times with courage and optimism being the greatest assets one can possess.
Contrary to the beliefs of many, not all actions designed to expand your business by improving sales require a great deal of expense. Some of the most effective ways in which a sales force can be coached into increasing the customer base cost almost nothing. Simply treating your sales people with the kind of rigorous politeness that is generally part of how you would interact with fellow volunteers can do a great deal to improve your sales and business bottom line. Speaking and acting positively, giving encouragement and sensible, constructive feedback cost little to nothing yet can do wonders to improve the attitude of the sales force. Giving out simple rewards for performance as well as attention has been demonstrated to be an extremely effective way to keep your people motivated and productive.
There are many ways to do this, which is the point effectively made several times in this book. Altering the stress on the word in a sentence can dramatically change the interpretation, turning what could have been a compliment into a statement that would be considered a criticism. Humans are simultaneously complex and simple creatures and the key to good management is to take advantage of some of the simple and consistent characteristics that people have.
That fundamental characteristic is the desire and perhaps even need to be praised by persons considered higher up in the relationship hierarchy.
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2 of 2 people found the following review helpful By Retired Reader on August 23, 2010
Format: Paperback
Selling is an art not a science and the hundreds of books on the market on `how to sell' are largely a waste of money. Successful selling depends on a combination of personality, product knowledge, and customer relations. Also it requires a good deal of luck.
That being said, a book that explains how a sales manager can lead his sales force to success makes a good deal of sense. As the title implies, this book is about leadership not management of sales people. Any reasonable competent manager can keep track of such issues as expense account controls, distribution of sales territories, and campaigns to introduce new products. Inspiring a sales force to achieve its maximum capability however requires leadership.
In this book a good leader operates on three basic principles: positive expectations; effective accountability (and implied personal responsibility); and constructive feedback.
The application of these principles appears simple, but requires the would be leader to have a very high level of situational awareness when working with the sales staff. Connellan delves into such specifics as the proper body language and facial expressions and how they impact on employee attitudes and responses. He spends a good deal of ink on the concept of constructive feedback. This is because it is an excellent tool for making good salespersons better and mediocre salespersons good. Properly handled he argues it can raise sales performance and morale at the same time.
So does Connellan know what he is talking about? The short answer is yes, but his ideas are only effective if put into practice by individuals who know the difference between leadership and management. Indeed his principles serve as a good guide for leaders in any field not just sales.
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2 of 2 people found the following review helpful By Grady Harp HALL OF FAMETOP 50 REVIEWERVINE VOICE on August 13, 2010
Format: Paperback
This satisfyingly straightforward, no nonsense guide to managing sales growth in a period of economic decline belongs on the desk of every manager who is dependent on a staff of salespeople to survive. Author Tom Connellan is known as a 'tough talking and truth telling' keynote speaker for motivating managers and salespeople alike to improve the strengths they already possess - and just may not know it or not know how to maximize their strengths.

Connellan starts with a basic premise, an observation he backs up with facts: firstborn children have proven to be more successful than subsequent siblings as far as being high performers. Why? Because parental expectations, time spent with attention not divided with other children in a family unit, and the goals that initially inspired the beginning of a family are very well established on the first born. Seems like a fact we should have all expected, but it takes a mind like Connellan to use information such as this and apply it to the workplace. His postulate is that there are three 'secrets' that can be applied to bringing out the best possible performance in staff sales people. These secrets are 1. Positive expectations - communicating with staff in a non-punitive but very positive way that changes toward growth are very possible, 2. Responsibility and accountability - supportively following the progress of each employee to reassure they are taking responsibility for the goals they have set and are accountable for their successes and shortcomings, and 3. Feedback - congratulating staff when they show positive results, feedback that can been honored on many levels that make the staff feel important in the success the new level of performance the company is achieving.
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