Seven Secrets to Successful Sales Management: The Sales Manager's Manual
Author: Jack D. Wilner
List Price: $49.95
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ISBN: 1574440888
Publisher: Saint Lucie Press (29 December, 1997)
Sales Rank: 83,504
Average Customer Rating: 4.1 out of 5
Customer Reviews
Rating: 5 out of 5
An outstanding book for all business people. Selling is key
This is an outstanding book for everyone from the CEO of a company as well as everyone on his sales team. Notice that today it is not just a sales force or staff, it is the sales team working together to achieve those important goals of the company. Yes, goal setting is one of the secrets and many salespeople need to improve their skill of setting goals and objectives. This book not only sets out the 7 key secrets, but it also puts these principles into action in part 2.
Rating: 2 out of 5
No Secrets Here
... I was hoping for something very insightful and original. Unfortunately for me, I found neither.What I found is a superficial treatment of the subject and seven not-so secrets such as: have a vision, set goals, be a leader, etc. Most of these "secrets" are so general that this book could, with a few changes, be a manual for Girl Scout Leaders or almost anyone else.
For example, on leadership: "One of your responsibilities as a leader will be to develop a training system. This system includes visual components such as posters, videos, 35 mm slides, overhead transparencies, role modeling, tricks, devices, and a lot of pop psycology." Where's the beef? Where's the recognition that tricks, devices, 35 mm slides, etc. went out years ago. Content is the draw today. People want substantive help to do their job better.
All this is not to say that the book wouldn't be helpful for a rookie sales manager. ...
Rating: 5 out of 5
Exceeded My Expectations
As an experienced VP of Sales going through this difficult econmomic time with my sales staff, I found this book most informative. I found many useful tools that I was aware of, but never applied them. Before buying this outstanding book, I researched other sales management type books and found many of them to be esoteric, written either by professors or others with little actual expericence in sales or sales management. What convinced me to buy this book is the authors nearly 25 years as a salesman, sales manager, and then a trainer of both.
The chapter on goals, of course, was a review, but it helped me with my sales team, some of whom are "Generation Xer's."
The chapters on coaching and performance management are worth the price of this book.
One of my sales management buddies spent $6000 to attend a university week long course on strategic sales management and even he said that this book was far more practical than what he was lectured on in the classrooms.
I bought 20 more to give to our other sales managers. Similar Products
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Sales Management
Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Book Index