Sales Management Success

1How Eight Interacting Strategies Drive Synergistic Success

THE SALES MANAGER POSITION is the most challenging in the salesforce, possibly on the planet. I've been there and done that, and can vouch for its challenges. That's why 50% of new sales managers fail within the first two years! This book will enable every sales manager to become more successful with accompanying rewards, glory, and satisfaction. Most sales managers are enthusiastic, hard-working, and love the job, yet they recognize the pain and challenges that handicap results. The book is for experienced sales leaders, rookie sales managers, top sales executives, sales trainers, ambitious salespeople dreaming of promotion, and students with sales management learning objectives.

Most sales managers supervise a team of 5–10 salespeople who act like “Lone Rangers” targeting accounts to achieve sales quota. They often lack proximity to the sales manager, operate on their own, are driven by different motivations, sell to unique prospects/customers, have a range of skill levels, unique personalities, individual behaviors. Bringing each to 100% quota is a huge job in itself, but most sales managers struggle in a chaotic environment of interruptions, hiring and firing surges, finding time to accomplish slippery priorities, handling customer problems, driving hard to satisfy management pressure.

Every sales manager certainly recognizes the dynamics and demands of the job and the challenge of accomplishing more in less time ...