ProActive Sales Management, 2nd Edition

Preface to the Second Edition

“If you don't know how you are going to do one month into the quarter, head for Las Vegas, You have better odds of making money there than you do with your sales forecast.”

—Skip Miller

Sales managers are still doing the wrong thing, same as they were 10 years ago. Oh, some managers are very successful: Year after year, they achieve their revenue goals, lead successful teams, and enjoy successful careers. They are working late, working weekends, traveling up to three weeks a month, and they tell themselves they are doing the job. They are not. The job is doing it to them.

They are reactive and cannot see any way out. So they work like dogs. They end up looking dog-tired because of it. There has got to be a better ...