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Sales Manager Survival Guide: Lessons From Sales' Front Lines Paperback – May 17, 2016
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Top customer reviews
My favorite sections are:
• The 30-60-90 days of being a new manager. This section provides great guidance on what to focus on for the first 30 days, then the 30-60 day timeframe, and then the 60-90 day timeframe. It can be overwhelming to be a new sales manager, and this guidance helps you to focus on the few critical area for each of these timeframes.
• Coaching. Dave’s guidance of spending 50% of your time with the reps struck me as very realistic in gaining good results, and in coaching/developing your reps. I’ve seen time and time again where managers let the ‘management’ side of reporting, metrics, reporting, etc. take so much of their time, and the reps aren’t getting the guidance they need.
• Feedback. The guidelines he includes for both giving and receiving feedback are very powerful. I like his Feedback Guidelines checklist, and have dog-eared the page in my book.
This is the type of book where you can read (or refer to it) multiple times. Each time I look at it, I gleam something new. It’s good for managers at all walks of their sales management journey – both new and experienced managers.
There has been a decline in Sales Mangers in the past few years. Companies are risk adverse, they do not trust sales, sales managers do not take risks, and the performance of companies have suffered greatly. Dave really shakes it up, and Senior Leadership needs to read this as well. Others have done a nice job breaking it down, but don't read the cliff notes, read the book. You will be glad you did.
This is a perfect book for a new sales manager. It is also important for those of us who have been in sales for many years. The reason? It has everything you need to become a great sales manager. Truth be known it is the most comprehensive book on sales management I have every read. This books is not filled with tips it is filled rather with actual guidelines on how to do things. It is more of an instructional book than a guide book.
Do you want to know how to find and hire the perfect sales person? The answer is in this book.
Do you want to work on performance improvement with someone on your team who is not performing up to snuff? The way to do it is in this book.
Do you want to set fair and equitable compensation packages? This is the book to use
Do you want to know how to coach your team? The instructions are right here?
How about firing someone? Or managing your manager? Or gaining listening skills? Or doing a successful ride along with your sales person? Or how to successfully deliver effective performance reviews? Or developing sales tactics? Or measuring your sales team’s performance? Or planning your future in sales management? This book shows you how to do all of these things and more. Like say how to manage the top performers, not an easy task that. It is all here in this interesting, provocative and easy to understand and follow book.
I especially like the authors approach to the hard subjects like talking to your sales people about increasing their sales efficiency and helping them with their time management.
This guy gets it and he is very good at helping us to get it; like when he points out that a good CRM tool is for the sales person; it is to help her be more effective and efficient in her work not just a tool that she uses to let you her manager know what she is doing. Then making sure that the CRM works well with your sales persons’ ways of doing things so that it is a great tool rather than a time wasting hindrance.
As I consultant whose job is to help sales managers become great sales managers, this is the most important tool I have come across in a long time. I have recommended this book to all of my clients and will continue to do so in the future. If you are in sales management I urge you to read this book, In fact if you are a sales person and are serious about your career path I forbid you to go another day without reading this book.
I picked this up as a sales rep with a bad manager in May 2016 and Mr. Brock's practical advice really helped me self-manage my own day to day, but also to step-in to help coach our team's junior reps. We've set up our own deal coaching, peer one on one's and set our own goals to grow the business and earn more commissions. Short of a year later, all team members exceeded a very aggressive quota for last year and we've hit our $1M revenue in a month goal for the first time in company history today.