Book reviews - Sales Books

Book Recommendation: Sales Manager Survival Guide

Imagine that you’ve just been named a first-line sales manager. You’re proud, you’re excited, and you’re about to be overwhelmed by the demands of the job. It is one of the toughest jobs in business. You’re going to quickly find out that what got you there won’t keep you there; the skills that got you promoted as an individual contributor don’t translate directly to getting work done through others. To top it off, your company spends a minuscule amount of its sales training budget on sales management skills.

Sounds like a sure-fire recipe for failure, but fortunately you have a wise mentor—let’s call him Dave—who has decades of experience in the sales trenches, and even more importantly knows how to impart that wisdom to others. This mentor helps you get oriented to the job and gives you excellent guidance about how to navigate and survive the crucial first 90 days. Building off that, he schedules regular sessions with you to focus on critical building blocks of sales management success, such as coaching, hiring, managing performance, and practically everything else you need to know to not only survive but thrive.

Your sessions with him are succinct, direct and powerful; he doesn’t waste your time with vague management theories; and he’s always completely candid with you. With that kind of coaching and mentorship, as long as you heed the advice and do the work, it would be almost impossible not to succeed as a front line sales manager!

Sounds too good to be true, doesn’t it? Actually it’s mostly true. He does exist, his name is Dave Brock, and the only thing wrong with the scenario I just mentioned is that you probably can’t afford for him to spend time with you personally each week. But you can buy his book, Sales Manager Survival Guide, and get the same benefits. If you are a first time sales manager, this book will launch you in the right direction, and if you’ve been in the role for a while, it may help you make whatever mid-course corrections you need to assure success.

All that said, I have to be completely candid. I’m a bit biased, having known Dave for over 25 years, first as a client, next as a sales training partner (which is why I know he knows how to impart his wisdom), and as a fellow blogger and sales expert. So maybe you’ll just have to trust me on this: Sales Manager Survival Guide will be one of the best and most indispensable investments you could make as a sales manager. the only reason not to have a copy is if you have a healthy consulting budget and already have Dave on speed-dial.

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