Crazy busy, high performing salespeople including sales managers and sales professionals all share two common factors – time and the desire to continually improve. Finding great resources that work with both time and self improvement within the sales and management arenas are difficult.
Now just imagine in under 50 pages you can gleam some proven sales management tips to not only improve your sales team but your own individual performance as well?
Author Steve Rosen who has 20 plus years of selling and management experience has provided sales professionals with such a great resource. And better yet he has organized his 52 tips into 6 chapters:
- Becoming “Great”
- Managing Challenge
- Achieving Success
- STARS and Bad Apples
- Team Inspiration
- Driving Performance
Each chapter begins with a short quote and a very brief introduction regarding Rosen’s rationale for that particular chapter. My personal favorites are chapters one, three and six.
In the first chapter, Rosen quotes John Buchan, a Scottish politician and author who said “The task of leadership is not to put greatness into people, but to elicit it, for the greatness is there already.” This chapter revolves around the concept of being a great coach. However for me it goes beyond that and is truly about individuals finding their own greatness from within.
A quote by Zig Ziglar begins the third chapter: “You were born to win, but to be a winner, you must plan to win, prepare to win and expect to win.” These tips center around the individual sale manager who must continually keep himself or herself motivated.
Finally, the last chapter, “Driving Performance” looks to going beyond what has already been accomplished through the words of Steve Jobs “I think if you do something and it turns out pretty good, then you should do something else wonderful, not dwell on it for too long. Just figure out what’s next.”
This final chapter sums up the purpose of this book and that is results. For without the ability to increase sales, then the sales manager, small business owner or entrepreneur will fail not only the business, but himself or herself.
If you are in sales management, a small business owner or a sales rep, this is an quick and easy read that will provide at least one ‘Ah Ha.’ Keep it in your briefcase, your car or on your reading table to support you in your goal to increase sales.
Source by Leanne Hoagland-Smith