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Sales Manager Survival Guide: Lessons From Sales' Front Lines, by Mr. David A Brock
Download PDF Sales Manager Survival Guide: Lessons From Sales' Front Lines, by Mr. David A Brock
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Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all – often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for:
- Constant coaching, training, and team building
- Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance
- Recruiting, interviewing, hiring, and onboarding top talent
- Responding to shifts in the marketplace – and in your company
- Dealing with, turning around, or terminating problem employees
- Analyzing and acting upon metrics to correct performance
- Managing the business and executive expectations
- Leveraging sales systems, tools, and processes
- Conducting performance reviews and setting expectations
- And more
- Sales Rank: #49943 in Books
- Published on: 2016-05-17
- Original language: English
- Dimensions: 9.21" h x .81" w x 6.14" l, 1.10 pounds
- Binding: Paperback
- 358 pages
Most helpful customer reviews
6 of 6 people found the following review helpful.
How to Rock as a Sales Manager
By James Muir
As an admitted fan of David Brock I have eagerly anticipated this volume. When I became a manager I noticed something - when interviewing quality sales candidates, in 90% of cases I could trace the reason for their desire to move-on to their relationship with their sales manager. If this relationship is good, reps will tolerate lower pay, tough conditions and challenging objectives. On the other hand, if that relationship is bad, no amount of money or perks can compensate for long. From that observation I coined a phrase: "People don't quit their job - they quit their boss." Sales Manager Survival Guide is a template for being the quality, high-performance manager people dream of working for.
At one time or another I have made most of the mistakes Dave mentions in Survival Guide. Compared to general sales books, there is a relative dearth of books that sales managers can draw upon to better themselves. Sales Manager Survival Guide is the book I wish I had when I first became a manager.
The scope of this book is phenomenal. I am at a loss to find a single topic that should have been covered but wasn't. It accurately conveys a very clear picture of the roles and responsibilities that today's sales managers must attend to. Even better is the fact that Dave shares his considerable insight and experience on every topic. In my view, this is the best aspect of the book. Dave is seriously street smart and has a knack for distilling a principle down to its essence. The book is oozing with quick axioms that get right to the point. It's tight, salient and concise. Dave is not afraid to state his opinions and in my view they are all right on the mark.
You can't walk away from Survival Guide without a clear understanding of your priorities as a manager. 50% of your time should be spent with your reps. This is the highest payoff of your time. I would argue that how to prioritize our time as managers is probably the most challenging day-to-day issue we deal with. Dave tells us right where to put the "X" on our priorities and then contrasts that will all of the other things vying for our time.
New managers might find Survival Guide a splash of cold water to the face. Dave does not candy-coat how challenging it can be to be field marshal in today's selling world. The rescue is that part-one of the book is devoted specifically to first-time sales managers - which also makes a great on-ramp to the advice in the rest of the book.
The coaching section was one of my favorites in the book. "Coaching is the single most important skill for your future." Sadly coaching almost never done (or never done correctly) and most of us have few role models we can emulate. Coaching is not training, and it's not about fixing people either. Coaching is about helping people solve their own problems, and helping them become what they are capable of becoming. This is a great section and Dave covers all of the bases here: How to coach, directive & non-directive coaching, specific questions you should be asking, structuring your coaching, setting an example and how and when to find time to coach.
Some of my other favorite parts include Dave's discussion of the pitfalls of forecasting and how forecasting differs from pipeline. In the section on setting quotas and pipeline Dave offers some excellent insight on how quotas and pipeline requirements should be defined. Performance reviews, hiring and firing all come with the territory and Dave shares street smart approaches that have been clearly learned from the school of hard knocks. The section on metrics is a good one and Dave discusses some commonly used metrics that are terrible and then offers an excellent framework for reporting metrics, then explains how these can be adapted to your organization. The book goes deep here and then slides nicely in to how to use all this for forecasting.
In the sections on time management, sales enablement and pitfalls to avoid Dave does what he does throughout and that means sharing practice advice on what works and doesn't work in each of these areas. There is nothing vague here. Do this. Don't do that. There is no confusion. These issues are so important right now and so easy to get wrong that this section alone is worth the price of the book.
It's obvious by now that Sales Manager Survival Guide - Lessons from Sales' Front Lines exceeded my expectations. Maybe it's just me, but I really dig Dave's style of writing. Those who like long stories or case studies may not enjoy it as much as I did. What I did enjoy was pure, valuable content - distilled. As a reader that makes the most of my time reading and I appreciate that in his writing style. The practical advice in this book is rare and it's rarer still to find it all in one place. I have no hesitation recommending the Sales Manager Survival Guide to anyone in or considering sales management today.
3 of 3 people found the following review helpful.
After about 7 pages I am bored and there is nothing there
By SeaRay45DB
I had the opportunity to get an early copy of David Brock's new book, "Sales Manger Survival Guide". I admit it, I can barely get through most sales books. After about 7 pages I am bored and there is nothing there. Lately Dave has been challenging managers, and it's been what I would call a "Healthy" challenge. This is a much needed wake up call for managers. It's a brutally honest look at management, and it could not have come soon enough.
There has been a decline in Sales Mangers in the past few years. Companies are risk adverse, they do not trust sales, sales managers do not take risks, and the performance of companies have suffered greatly. Dave really shakes it up, and Senior Leadership needs to read this as well. Others have done a nice job breaking it down, but don't read the cliff notes, read the book. You will be glad you did.
2 of 2 people found the following review helpful.
A great book for all sales managers
By Daniel B. Beaulieu
The perfect handbook for a sales manager
This is a perfect book for a new sales manager. It is also important for those of us who have been in sales for many years. The reason? It has everything you need to become a great sales manager. Truth be known it is the most comprehensive book on sales management I have every read. This books is not filled with tips it is filled rather with actual guidelines on how to do things. It is more of an instructional book than a guide book.
Do you want to know how to find and hire the perfect sales person? The answer is in this book.
Do you want to work on performance improvement with someone on your team who is not performing up to snuff? The way to do it is in this book.
Do you want to set fair and equitable compensation packages? This is the book to use
Do you want to know how to coach your team? The instructions are right here?
How about firing someone? Or managing your manager? Or gaining listening skills? Or doing a successful ride along with your sales person? Or how to successfully deliver effective performance reviews? Or developing sales tactics? Or measuring your sales team’s performance? Or planning your future in sales management? This book shows you how to do all of these things and more. Like say how to manage the top performers, not an easy task that. It is all here in this interesting, provocative and easy to understand and follow book.
I especially like the authors approach to the hard subjects like talking to your sales people about increasing their sales efficiency and helping them with their time management.
This guy gets it and he is very good at helping us to get it; like when he points out that a good CRM tool is for the sales person; it is to help her be more effective and efficient in her work not just a tool that she uses to let you her manager know what she is doing. Then making sure that the CRM works well with your sales persons’ ways of doing things so that it is a great tool rather than a time wasting hindrance.
As I consultant whose job is to help sales managers become great sales managers, this is the most important tool I have come across in a long time. I have recommended this book to all of my clients and will continue to do so in the future. If you are in sales management I urge you to read this book, In fact if you are a sales person and are serious about your career path I forbid you to go another day without reading this book.
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