The Representor, Fall 2016 – Business Book Review
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by David Brock
Copyright: 2016 David Brock
Price: $14.95 Kindle edition
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The perfect handbook for a sales manager!
This is a perfect book for a new sales manager. It is also important for those of us who have been in sales for many years. The reason? It has everything you need to become a great sales manager. If truth be known, it is the most comprehensive book on sales management I have ever read. This books is not filled with tips, but rather with actual guidelines on how to do things. It is more of an instructional book than a guide book.
Do you want to know how to find and hire the perfect sales person? The answer is in this book. Do you want to work on performance improvement with someone on your team who is not performing up to snuff? The way to do it is in this book. Do you want to set fair and equitable compensation packages? This is the book to use. Do you want to know how to coach a team? The instructions are right here!
How about firing someone? Do you want to learn how to manage your manager, or how to gain listening skills? Do you want to know how to do a successful ride-along with your salesperson? What about learning how to successfully deliver effective performance reviews, how to develop sales tactics, measure your sales team’s performance, or plan your future in sales management? This book shows you how to do all of these things and more.
For instance, it teaches you how to manage the top performers, which is not an easy task. You can find the answers to all of these questions in this interesting, provocative and easy-to-understand-and-follow book.
I especially like the author’s approach to tough subjects like talking to your salespeople about increasing their sales efficiency and helping them with time management.
This guy gets it, and he is very good at helping us understand it as well. For example, he points out what a good CRM tool is for salespeople to help them be more effective and efficient. It is not just a tool that salespeople can use to let their manager know what they are doing. He also explains how to make sure that the CRM works well with your salespeople’s ways of doing things, so that it is indeed a great tool rather than a time-wasting hindrance.
As a consultant whose job is to help sales managers become great sales managers, this is the most important tool I have come across in a long time. I have recommended this book to all of my clients and will continue to do so in the future. If you are in sales management, I urge you to read this book. In fact, if you are a salesperson and are serious about your career path, I forbid you to go another day without reading this book.
About Dan Beaulieu
Dan Beaulieu is the president and founder of D.B. Management, LLC, a consulting firm specializing in all aspects of sales, marketing and branding with a focus on rep-principal relationships. His latest book is The PCB 101 Handbook which can be purchased online by emailing firstname.lastname@example.org. Dan is also the author of “It’s Only Common Sense,” a weekly sales column appearing at pcb007.com. Dan can be reached at 207-649-0879.