Today's sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important-and riskier. The Sales Manager's Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job. Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to: • hire the best sales force • foresee potential surprises • help reps make better decisions • save time and resources • target accurately for better results • work with the CEO and the rest of the company Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager's Success Manual is a one-of-a-kind book no sales manager should be without.
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About the Author
Wayne M. Thomas (Sudbury, MA) is a consultant, speaker, and sales trainer. His clients include AT&T, Sprint, Nortel, and Novell. As a sales rep, he won IBM's Golden Circle Award, as well as awards at AT&T for building a top-performing sales team.
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Amazon.com:
4.5 out of 5 stars
17 reviews
6 of 6 people found the following review helpful
4.0 out of 5 stars
A good way to learn about sales management
Sep 24 2008
By Fred
- Published on Amazon.com
Format:Hardcover
This is an enjoyable and easy to read book that opened my eyes to the key role sales management plays in successful companies and the difficulties faced by sales managers. Given the many potential issues that can go wrong, it is no wonder that the average tenure of sales managers is only a year.
The book is full of personal examples and interesting results from recent studies. Although I do not work in sales, the book provides many insights into management and work issues that I face. For example, the discussion in Chapters 3 and 4 on how to test the facts to determine when to spend money and time on a potential new project is extremely relevant to selecting new research directions and looking for external funding. Chapter 14 provides a graphical illustration that gathering more information when making decisions can sometimes be counter productive and the dysfunctional models of managers in Chapter 18 can probably be found at many companies.
I recommend this book to people like me who want to learn about issues faced by sales managers and to current sales managers looking for insight into management principles.
The book is full of personal examples and interesting results from recent studies. Although I do not work in sales, the book provides many insights into management and work issues that I face. For example, the discussion in Chapters 3 and 4 on how to test the facts to determine when to spend money and time on a potential new project is extremely relevant to selecting new research directions and looking for external funding. Chapter 14 provides a graphical illustration that gathering more information when making decisions can sometimes be counter productive and the dysfunctional models of managers in Chapter 18 can probably be found at many companies.
I recommend this book to people like me who want to learn about issues faced by sales managers and to current sales managers looking for insight into management principles.
2 of 2 people found the following review helpful
5.0 out of 5 stars
Covering all the bases
Sep 9 2008
By Eric Kimble
- Published on Amazon.com
Format:Hardcover
Thomas covers all the bases in this comprehensive review of what it takes to be a successful sales manager, incorporating principles from the fields of neuroscience, psychology, behavioral economics, and his own sales leadership experiences.
This is a one-stop shop for all sales managers!
Eric Kimble
National Sales Director, Cubist Pharmaceuticals
This is a one-stop shop for all sales managers!
Eric Kimble
National Sales Director, Cubist Pharmaceuticals
2 of 2 people found the following review helpful
5.0 out of 5 stars
Excellent Organizational Leadership Ideas
Oct 29 2007
By Todd S. Eury
- Published on Amazon.com
Format:Hardcover
There are lots of books about sales management strategy. This book is detailed enough to help build a sales team and it generates practical ideas I feel confident I can use everyday. Thomas portrays a plan and path for direct execution of how to win the sale.
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Go to Amazon.com to see all 17 reviews
4.5 out of 5 stars
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