The Sales Manager's Guide to Greatness

10 Essential Strategies for Leading Your Team to the Top

By: Kevin F. Davis

Narrated by: Derek Shetterly

Length: 4 hrs and 46 mins

Publisher's summary

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 six 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 seven 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 seven 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.

©2017 Kevin F. Davis (P)2020 Greenleaf Book Group

Worth reading

good practical lessons to implement, The book is well organized and I will reference in the future

Free to BE Great!

"The Sales Manager's Guide to Greatness" is a must read for anybody who manages salespeople, or for those people like me who manage the managers of salespeople.

The book clearly identifies the specific mistakes that sales managers make, and more importantly the author explains how the origin of those mistakes is the managers' previous habits formed as a peak performing salesperson. How illuminating this content was for me!

I just completed QBRs with my six sales managers. One of the most important takeaways from this book is the need to have a “Success Profile” and not just a “Minimum standards of Performance”. Eureka!! 💥💥💥💥💥! I’ve led high-performance sales teams for 25 years and never had this actually written down. We are now using this to coach our AE’s to a “Standard of Excellence” that our managers use to C.O.A.C.H our AE’s to perform to a standard and not to a minimum as well to improve our quality of hire. We hire now to fill the top of our team. If someones scores are lower than the top 50% of our team we don’t hire them. The success profile not only helped us to improve the quality of hiring but also the focus of our 1 on 1’s and day to day coaching. We also applied the book's suggestion of defining the “skills” ( broken down into Sales Process skills vs. General selling skills) and “wills” (attitudes & behaviors) possessed by our peak performing salespeople, and we're now implementing the book's suggestion for getting all of our salespeople to adopt more of those best practices. I'm just getting started implementing the many great ideas in this book.

I need my sales managers to be force multipliers, and this book provides the practical framework for making that goal a reality.

Most important book any head of sales can read

From CRO to Sales Manager this book applies to every level of sales management. The practices taught are immediately actionable.

Just be warned so much of what you take a gospel of years past is about to be challenged. Being a result of old school teachings this book was beyond eye opening. In a profession where lead measures are always being sought after, but rarely found. This book provides clear path to lead measures that are so obvious it hurts.

I am placing an order for every level of our sales and customer success organization so they can get in alignment with these teachings. I’m sure after you read it you will follow this path.