The Sales Manager's Success Manual

Features

• Cover Type: Hard Cover with 240 pages
• Published by: AMACOM September 26, 2007
• Written in: English
• ISBN 10 Number: 0814480500
• ISBN 13 Number: 978-0814480502
• Book Dimensions: 9 x 6.3 x 1 inches
• Weighs: 1 pounds

Gerhard Gschwandtner, Founder and Publisher, Selling Power
"a manual that should be on every sales manager's desk open any page and you immediately get value out of it."

Book Description
Todays 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, greater customers, every decision becomes more important -- and riskier. The Sales Managers 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 Managers Success Manual is a one-of-a-kind book no sales manager should be without.

Reader Reviews
The Sales Manager's Success Manual By Wayne M. Thomas Copyright 2008 by AMACOM Press Price $24.95/ 228 Pages with index First of all, let me tell you that this is definitely not just another sales book. What makes The Sales Manager's Success Manual stand out is that it deals first with the fundamentals, the very basics of what it takes to be a great sales manager. I cannot stress enough how important this book will be to a new sales manager. If you are a company president promoting someone to her first sales manager's position make sure you give her this book as a congratulatory gift. It will be the smartest move you can make. Why? Because this book deals with the facts and reality of being a sales manager From the very beginning when Thomas takes the reader through a step by step tour of what it takes to be a sales manager then defining what it takes to be a great sales manager, this book will prove invaluable to anyone who aspires to be a successful. The book is chockfull of information and advice that will chop years of a sales manager's experience curve; from understanding forecasting and how to do it, to a chapter of understanding statistics and how they can work against you...and for you, this book has it all. I particularly enjoyed the chapter on intuition. Thomas teaches the reader how to use intuition, to understand how it works and how to even get good at it so that it can become your friend. I have to stop and ask here, what other sales book has even addressed the role of intuition in a sales manager's life...yet we all know that it is there, always. Just a sampling of some of the other subjects covered in The Sales Manager's Success Manual. Walk a mile in your CFO's shoes. Understanding the company's finances and what they mean to you as the sales manager Mind games. How to deal with intangibles like biases, stress, and overconfidence. The Brain of the Sales Manager: How to think like a sales manger and How to use, get this, Mr. Spock as your role model. The CEO and the Sales Force Success: Understanding your CEO and what her performance does to a company and your job as sales manager of that company. Perception Sticks Like Glue: How to understand and handle risks, and find and deal with the truth. Heard enough? Can I be more positive? This is the one and only book you will ever need as a sales manager. If you are at all serious about being a great sales manager then run to the business section of your local book store, pick up The Sales Manager's Success Manual, read it, keep it, study it, dog-ear it to death, lend it to other guys on your team, (whatever you do don't give it to your competition) and become the best you can be. Comment | | (Report this)