About the Book
Straightforward advice for taking your sales team to the next level! If your sales team is not producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimise your performance as a sales leader. In this guide sales management consultant Kevin F Davis offers 10 proven and distinctly practical strategies, skills and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack.
The book will help you to: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset -- true sales leadership begins with improving the leader within; Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople; Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results; Master the 7 keys to hiring great salespeople; Create a more customer-driven sales team by blending the buyer's journey into your sales process; Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes; Excel at the most challenging coaching conversation you face -- how to solve a sales performance problem that is caused by a rep's lousy attitude; Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close; Discover why so many salespeople fail at sales forecasting and how to impress your company's upper management by submitting more accurate forecasts and much more You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.
About the Author :
Having worked his way up from sales rep, to sales manager, to general manager, author Kevin F. Davis understands the particular challenges faced during the transition from sales to managing salespeople, and the transition from managing sales reps to managing managers.
As president of TopLine Leadership Inc., which he founded in 1989, Kevin offers customizable sales and sales management training programs that provide sales managers with the essential skills and knowledge they need to become great at what they do and help firms dramatically increase top line revenue growth. Over the last three decades, he has delivered sales and management/leadership training to tens of thousands of tenured salespeople and sales managers.
Kevin's most recent book is The Sales Manager's Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top. He has also authored two sales books: Slow Down, Sell Faster! and Getting into Your Customer's Head.
Review :
If your sales force isn't producing the results you need them to, it isn't likely that it's because they are poor performers. It's more likely that they need to be better led. The coaching section in The Sales Manager's Guide to Greatness alone will help you remedy this problem. And faster than you believe. Read it now, and implement it immediately.
--Anthony Iannarino, author of "The Only Sales Guide You'll Ever Need" Guide to Greatness fills the much needed gap of developing sales management skills. This is a comprehensive, pragmatic guide for putting sales leaders and leadership into action with results.
--Louis Carter, author of "Best Practices in Talent Management" and the "Change Champion's Fieldguide" The Sales Manager's Guide to Greatness debunks the myths surrounding what it takes to be a great sales manager once and for all and offers clear solutions and takeaways. This is more than a book--it's your map to success.
--Mark Hunter, author of "High-Profit Prospecting" We all accept - at least I hope we do - that the sales management function in every company is now pivotal to the overall success of the organization. The sales team is the offense and if they are not scoring consistently then the team has a very bleak future. However, in order to maintain optimum performance levels the team needs a strong leader and coach. Therein lies the challenge because we believe that 80% of managers lack that capability. The Sales Manager's Guide to Greatness provides a superb route map, which is easy to follow and implement. This is not a book to be read just once and put on the bookshelf, rather it genuinely is a guide, which should be referred to daily until the skills are fully adopted.
--Jonathan Farrington, CEO, Top Sales World and Executive Editor of Top Sales Magazine Frontline sales managers are the most important lever for leading change in a sales organization. Yet, most companies still don't adequately prepare them. In The Sales Managers Guide to Greatness, Kevin Davis provides proven-effective, practical, and actionable content to help you prepare and enable your sales managers to be the proactive, productive people leaders, managers, and sales coaches they need to be, to get the results you want from your sales force.
--Mike Kunkle, Sr. Director of Sales Readiness Consulting, Brainshark The Guide to Greatness provides a powerful message for any leader whose success is determined by their team's sales performance. We've measured not only an improvement in our sales managers' skills but, more importantly, a positive impact on our sales force and bottom-line results.
--Jim Ferguson, VP of Sales, Holland Transportation The Sales Manager's Guide to Greatness is a highly valuable book for sales managers and those who develop them. The book's formal integration of the buyer's perspective into the sales process is especially useful, and its strategies for developing a consistent and formal coaching process are top-notch. Both of these pillars have to be in place to improve sales performance consistently, according to our research at CSO Insights.--Tamara Schenk, Research Director, CSO Insights: Research Division of Miller Heiman Group Adapting to the changing demands of buyers is forcing the evolution of the sales manager. In The Sales Managers Guide to Greatness, Kevin Davis shows us how to integrate traditional performance management with new strategies for developmental coaching. That's the best way to equip our teams to win.
--Joe Galvin, Chief Strategy Officer, Vistage Worldwide Everyone knows that the effectiveness of a sales manager is the biggest factor determining a team's success. In The Sales Manager's Guide To Greatness, Kevin Davis describes 10 practical strategies that sales managers can use to elevate their own game -- and create a champion team.
--Mark O'Leary, VP of Enterprise, Western Division, Comcast Business I've seen first-hand the positive impact Kevin Davis' approach can have on sales management teams. The Guide to Greatness provides a practical sales coaching system that can be immediately implemented by sales management at all levels to create greater success.
--Roy Chestnutt, Executive Vice President & Chief Strategy Officer, Verizon Communications I'm always excited about books that help managers become true leaders--and The Sales Manager's Guide to Greatness is one of those books. --Ken Blanchard, coauthor of The New One Minute Manager(R) and Collaboration Begins with You This fast-moving, practical book shows you how to immediately boost the performance and productivity of every salesperson. It will make you look like a genius!
--Brian Tracy, Author, The Psychology of Selling This really is an excellent piece of work. I like very much the way Kevin has created a one step at a time plan, guiding both novice and experienced sales managers alike, through a program of self-improvement. This should be a must read for all managers who have an ambition to develop into genuine leaders.
--Linda Richardson, Founder of Richardson, Best Selling Author, Consultant
