The Road Warrior's Guide to Sales Management - Taking the Stress out of Managing Salespeople (Paperback)

~ Tom Schaber (Author)

Editorial Reviews

Product Description

Learn from the Warrior:
- When to hire sales people or expand a sales organization
- How to find qualified sales professionals
- Sure-fire methods to select just the right person for sales
- Goal setting that really works
- Mentoring and coaching the sales professional
- How to fire a non-performer without being sued

So you've got a sales person, or a sales force, or you need sales help -- now what?

For the business owner: Learn how to translate your customer and product knowledge into effective growth strategies. The Road Warrior will take you through an easy-to-follow process, helping you achieve business growth now!

For the sales manager: Learn how to foster a discipline of superior management and a deep understanding of human nature to create a top-flight sales team.

For anyone who wants to more about sales: Take the Road Warrior's no-nonsense, direct approach to the sales management process with helpful hints you can implement immediately.

The Road Warrior's Guide to Sales Management is filled with down-to-earth tips on compensating, motivating, managing, hiring and firing sales people.

''This book is real world and practical. I only wish I had the knowledge as a first-time Sales Manager/Owner.''--David Kirsch, owner Shippers Supply

''Tom Schaber has been able to condense his years of experience in sales and sales management into an instructive, practical road map of the sales management process. I learned through my business career that there is nothing more valuable than experience, and this book translates the author's experiences into a practical guidebook I wished I had earlier in my career.''--Richard P. Ferris, Retired EVP Wells Fargo Corporation

''Tom Schaber navigates this chaotic world of sales with the same sure-footed joy that kids bring to the playground. Through Tom, you can learn the underlying simplicity of sales management. Read, enjoy and become wiser.''--Jim Buckman, Professional Director, Center for Leadership in Quality, Carlson School of Management, University of Minnesota (This does not constitute an institutional endorsement by the University of Minnesota)

''Tom has captured the essence of what it means to manage salespeople. Not all great salespeople make good managers. The problem in many businesses is that great salespeople often get promoted to sales manager when they really aren't ready. For any CEO of a company that sells a product or service (which I think is 100% of companies), Tom's book is a must read.''--Sam Richter, President of the James J. Hill Reference Library and author of Take the Cold Out of Cold Calling

About the Author

Tom Schaber has spent twenty years in the medical device industry--first as a salesperson and later as a regional sales manager, national sales manager, and vice president of sales. He is a sales management consultant in the Twin Cities, Minnesota.

Product Details

• Paperback: 151 pages
• Publisher: Beaver's Pond Press (January 1, 2008)
• Language: English
• ISBN-10: 1592981992
• ISBN-13: 978-1592981991
• Product Dimensions: 8.9 x 6 x 0.4 inches
• Shipping Weight: 9.6 ounces (View shipping rates and policies)
• Average Customer Review: 4.9 out of 5 stars  See all reviews (9 customer reviews)
• Amazon.com Sales Rank: #490,357 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

3 of 3 people found the following review helpful:

5.0 out of 5 stars A good guide for expanding your business by proper management of your sales team, June 27, 2008

By	Gang Chen "LEEDSeries.com, Bestselling Author... (http://www.ArchiteG.com/) - See all my reviews

As the owner for a sales training franchise and a sales management consult, Tom Schaber summarizes his 20 years of sales experience in "The Road Warrior's Guide to Sales Management - Taking the Stress out of Managing Salespeople."

"Typically, what do you do prior to making a face to face sales call on a new prospect? In a perfect world, I'd want to hear the rep describe how he or she will do research on the company prior to making the call, research that will allow him or her to understand the company, the market place, and the specific contact the rep will meet. Most sales reps do not understand that preparation is 75 percent of the sales call. The better you prepare, the better questions you ask. The better questions you ask, the better the sales call." Tom writes, "...A good sales process puts the salesperson in control of the sales call and also imposes the following not-to-be-broken law: DURING A SALES CALL A SALESPERSON SHOULD TALK 30 PERCENT OF THE TIME AND LISTEN 70 PERCENT OF THE TIME..."

Tom continues to cover other aspects of sales management. He divides the book into 15 chapters: The Sales Myth, When Will You Need to Hire a Salesperson? Hiring, Addressing the Gender and Age Questions When Hiring, Interviewing, So You've Got the Right Salesperson or Salespeople - Now What? Should You Assume That This Salesperson Has a Sales Process? Sales Meetings and What to Do In Them, Creating Goals "With" the Salesperson, Create Sales Territories, How to Get Rid of a Rep Without Losing Your Shirt, What Should You Do When Working With a Sales Rep in the Field? Compensation, So Exactly How Do You Manage (Connect With) Salespeople? The Wrap-Up, Some Thanks, and Remaining Bit of Wisdom.

"The Road Warrior's Guide to Sales Management - Taking the Stress out of Managing Salespeople" has 151 pages. It is a good guide for expanding your business by proper management of your sales team.

Gang Chen, a Book Reviewer for Bookpleasures
Author of "LEED AP Exam Guide" & "Planting Design Illustrated." LEED AP, AIA

2 of 2 people found the following review helpful:

4.0 out of 5 stars A must-read for all sales managers, February 1, 2008

By	armchairinterviews.com (Minnesota) - See all my reviews

Highly informative, witty and a downright must read for success as a sales manager. Whether you are a sales manager or business owner, you will gain years of wisdom and insights by reading and following the author's unabashed straightforward, no nonsense, real world advice.

The author is an authentic veteran of the "sales profession" (as he insists it should be referred). He sites frank examples of what to do and what to avoid when selecting, training, coaching, developing, rewarding, and yes- leading some of the duds you hire to the exit.

There is no doubt that the author subscribes to and devotes attention to the process of selling. It is what, after all, made him a success. He is also candid about the failures he experienced, so you won't make the same mistakes.

A quick, pithy read. It is enough to jumpstart your thinking of new ways to motivate, inspire, reward, compensate, and champion an outstanding sales team and individual sales contribution.

If you want to raise the bar on your own strategies and that of your "road warriors," devote an evening or two in your hotel room on your next sales trip, and return to the office with a fresh and/or renewed focus on your goal to improved sales management.

Armchair Interviews says: Excellent book-a must read for all sales managers!

1 of 1 people found the following review helpful:

5.0 out of 5 stars Using Humor to Make a Point, March 7, 2008

By	M. Mohn (Edina, Minnesota) - See all my reviews (REAL NAME)

Refreshing to read an author that can make a difficult topic simple. Good use of humor to help the reader relate. No mumbo jumbo, just straight advice for sales people. Interesting for anyone in sales but more helpful for early-career folks who want to take a peak into the challenges they will likely face at some point along the road - and learn how to sidestep the pot holes. Would also be good for companies needing sales training to use as a discussion guide - maybe take a chapter a week and spend a few minutes in a sales meeting to discuss. Easy read - good advice.