- Hardcover: 248 pages
- Publisher: Greenleaf Book Group Press (March 28, 2017)
- Language: English
- ISBN-10: 1626343888
- ISBN-13: 978-1626343887
- Product Dimensions: 6.1 x 1.1 x 9.1 inches
- Shipping Weight: 1.1 pounds (View shipping rates and policies)
- Average Customer Review: 16 customer reviews
- Amazon Best Sellers Rank: #161,774 in Books (See Top 100 in Books)
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The Sales Manager's Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top Hardcover – March 28, 2017
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''This really is an excellent piece of work. I like very much the way Kevin has created a one step at a time plan, guiding both novice and experienced sales managers alike, through a program of self-improvement. This should be a must read for all managers who have an ambition to develop into genuine leaders.''
--Linda Richardson, Founder of Richardson, Best Selling Author, Consultant, Faculty Wharton Graduate School
''This fast-moving, practical book shows you how to immediately boost the performance and productivity of every salesperson. It will make you look like a genius!''
--Brian Tracy, Author, The Psychology of Selling
''I'm always excited about books that help managers become true leaders—and The Sales Manager's Guide to Greatness is one of those books.''
--Ken Blanchard, coauthor of The New One Minute Manager® and Collaboration Begins with You
''I've seen first-hand the positive impact Kevin Davis' approach can have on sales management teams. The Guide to Greatness provides a practical sales coaching system that can be immediately implemented by sales management at all levels to create greater success.''
--Roy Chestnutt, Executive Vice President & Chief Strategy Officer, Verizon Communications
''Everyone knows that the effectiveness of a sales manager is the biggest factor determining a team's success. In The Sales Manager's Guide To Greatness, Kevin Davis describes 10 practical strategies that sales managers can use to elevate their own game — and create a champion team.''
--Mark O'Leary, VP of Enterprise, Western Division, Comcast Business
''Adapting to the changing demands of buyers is forcing the evolution of the sales manager. In The Sales Manager's Guide to Greatness, Kevin Davis shows us how to integrate traditional performance management with new strategies for developmental coaching. That's the best way to equip our teams to win.''
--Joe Galvin, Chief Strategy Officer, Vistage Worldwide
''The Sales Manager's Guide to Greatness is a highly valuable book for sales managers and those who develop them. The book's formal integration of the buyer's perspective into the sales process is especially useful, and its strategies for developing a consistent and formal coaching process are top-notch. Both of these pillars have to be in place to improve sales performance consistently, according to our research at CSO Insights.''
--Tamara Schenk, Research Director, CSO Insights: Research Division of Miller Heiman Group
''The Guide to Greatness provides a powerful message for any leader whose success is determined by their team's sales performance. We've measured not only an improvement in our sales managers' skills but, more importantly, a positive impact on our sales force and bottom-line results.''
--Jim Ferguson, VP of Sales, Holland Transportation
''Frontline sales managers are the most important lever for leading change in a sales organization. Yet, most companies still don't adequately prepare them. In The Sales Manager's Guide to Greatness, Kevin Davis provides proven-effective, practical, and actionable content to help you prepare and enable your sales managers to be the proactive, productive people leaders, managers, and sales coaches they need to be, to get the results you want from your sales force.''
--Mike Kunkle, Sr. Director of Sales Readiness Consulting, Brainshark
''We all accept - at least I hope we do - that the sales management function in every company is now pivotal to the overall success of the organization. The sales team is the offense and if they are not scoring consistently then the team has a very bleak future. However, in order to maintain optimum performance levels the team needs a strong leader and coach. Therein lies the challenge because we believe that 80% of managers lack that capability. The Sales Manager's Guide to Greatness provides a superb route map, which is easy to follow and implement. This is not a book to be read just once and put on the bookshelf, rather it genuinely is a guide, which should be referred to daily until the skills are fully adopted.''
--Jonathan Farrington, CEO, Top Sales World and Executive Editor of Top Sales Magazine
''The Sales Manager's Guide to Greatness debunks the myths surrounding what it takes to be a great sales manager once and for all and offers clear solutions and takeaways. This is more than a book—it's your map to success.''
--Mark Hunter, author of High-Profit Prospecting
''Guide to Greatness fills the much needed gap of developing sales management skills. This is a comprehensive, pragmatic guide for putting sales leaders and leadership into action with results.''
--Louis Carter, author of Best Practices in Talent Management and the Change Champion's Fieldguide
''If your sales force isn't producing the results you need them to, it isn't likely that it's because they are poor performers. It's more likely that they need to be better led. The coaching section in The Sales Manager's Guide to Greatness alone will help you remedy this problem. And faster than you believe. Read it now, and implement it immediately.''
--Anthony Iannarino, author of The Only Sales Guide You'll Ever Need
About the Author
Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managing sales reps to managing managers.
As president of TopLine Leadership Inc., which he founded in 1989, Kevin offers customizable sales and sales management training programs that provide sales managers with the essential skills and knowledge they need to become great at what they do and help firms dramatically increase top line revenue growth. Over the last three decades, he has delivered sales and management/leadership training to tens of thousands of tenured salespeople and sales managers.
Kevin's most recent book is The Sales Manager's Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top. He has also authored two sales books: Slow Down, Sell Faster! and Getting into Your Customer's Head.
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Top customer reviews
My problem now is, at last count, there are 27 pages dog-ear'd - how do I go back and find those gems that I need to remember?
Excellent brain matter for every sales leader - from the front of the pack with your field sales team, to all the way back to the sales leadership group developing, creating and implementing sales strategy and process.
Great job Kevin and thanks again for the best "HOW TO" on sales leadership I've read in a long time.
District Sales Manager
By: John Janis, April 3, 2017
I consider myself well read on the subject of Sales Management Effectiveness and have been fortunate to have grown several Company’s by $200 - $400 million by applying many of the proven strategies and practicing tips that Kevin has put into his book - Sales Manager’s Guide to Greatness.
Kevin’s content within the 10 Chapters is relevant with special attention to the importance of:
• “priority” time management
• hiring the right talent
• defining expectations/accountability
• improving CRM as a buying focused model
• strategic account planning process
• dealing with demotivated performers
• AND MOST IMPORTANT - The Number 1 Priority of Sales Management is COACHING to develop your people.
My greatest appeal to the book is that it is truly a “GUIDE” for Sales Managers as the title indicates. What makes Kevin’s book unique is that he more than any other author provides in- depth “how to’s” from cover to cover, which is a great teaching aid versus just telling sales managers what they should be doing.
The Sales Manager position is one of the most challenging, and is the fundamental link between strategy and effective execution. As a result Kevin has taken the time to show Sales Managers specific “how to’s” throughout his book by providing 26-CHART examples on the subject material previously mentioned. These Charts designed by Kevin are simplistic tools to help sales managers become more effective.
I strongly suggest to any sales manager (regardless of time-on-the-job), that you read this book and to put into action Kevin’s proven strategies and tips.
The author includes a ton of stories and examples that make the key ideas easy to remember. One example is the author’s analogy of a golf scorecard. The scorecard describes the outcome of a game, but doesn’t really disclose what the golfer needs to do to get better. The same is true with how I was coached as a rep. My managers looked primarily at my sales results scorecard, but didn’t really observe me selling. And so the coaching I received was, for the most part, useless.
I highly recommend this book to every sales manager. It truly is a guide to greatness.
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