2018 Axiom Business Book Award Winner, Silver Medal
Straightforward advice for taking your sales team to the next level If your sales team isn't 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 optimize your performance as a sales leader. In The Sales Manager's Guide to Greatness, 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. This book will help you:
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.