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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 mind-set - 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)2017 Kevin F. Davis

Critic Reviews

“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, Faculty Wharton Graduate School
“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
“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® and Collaboration Begins with You

What members say

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EXCELLENT book!

Well rounded book that is concise and to the point. Loaded with good advice on dealing with underperforming sales reps, how best to handle sales meetings and coaching sessions, and my favorite being to view the sales funnel from the buyers perspective and not the sellers perspective.

Good stuff :)

2 of 2 people found this review helpful

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Great advise I can definitely relate to this book.

The book Is Right On Target. Situations are current and happened on a daily basis in organizations. Great examples of what to do and how to do it. A must-read for all sales managers. Thank you for this book. don't stop educating us.

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Moving from salesman to manager

Really good book. Gives training and and measuring advice for sales team. Wish there was accompanying pdf with it. I will buy paperback version to review again. In meantime will listen again