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The Accidental Sales Manager, by Suzanne Paling
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•Do you tackle several different roles including sales manager? •Does managing the sales team feel awkward? •Do you want to achieve better sales results? If you answered YES then you face the same struggle as many other small business owners—you can successfully manage the rest of the company, but when it comes to the sales team, you feel like your efforts are coming up short. Suzanne Paling, sales management consultant, urges you to stop struggling, and teaches you what you need to know to start succeeding.
- Sales Rank: #1538595 in Books
- Published on: 2010-10-01
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .59" w x 6.00" l, .86 pounds
- Binding: Paperback
- 264 pages
About the Author
Suzanne Paling is the principal consultant of Sales Management Services, founded in 1998. She has more than 20 years of experience in sales, sales management, and sales consulting. Working with both field and inside sales organizations, she has helped clients in a vast number of industries including software, construction, medical, telecommunications, manufacturing, delivery, and recruiting.
Most helpful customer reviews
3 of 3 people found the following review helpful.
Great practical advice for managing salespeople
By Estelle
This book is targeted at leaders of small businesses who end up managing one or more salespeople but who lack any experience in sales themselves. The preface starts out with the following paragraph: "Perhaps someone recommended this book so you bought it. Maybe a colleague lent you his copy. Was the book placed on your desk anonymously? Regardless, you now have the book and you really don't want to read it." This paragraph completely disarmed me, and it set the tone for the rest of the book: far from being a slog through technical sales jargon, it was a brisk read that provided the most practical education I've ever had about how to bring out the best when managing a sales force (or even a single salesperson). The book is laid out as follows:
First, it starts each chapter with a short story or case history that highlights a common problem in managing salespeople. I recognized many situations I've seen at different workplaces (even those that did not involve salespeople).
Second, the book focuses in on the problem itself, the causes of the problem, what managers usually do in their attempts to fix it, and finally, what really works. The book's advice is very practical and very specific, but still broad enough to cover any type of business. The book also describes the author's own experiences as a sales management consultant, sales manager, and salesperson herself, which illustrate and lend further credence to the book's advice.
Third, the book provides templates and samples for everything from a new hire's orientation program, to sales contest goals, performance reviews, and sales forecasts. I appreciated actual documents that I would be able to work from and the discussions explaining them.
The ideas in this book were both thought provoking and informative. For example, the idea of starting orientation during a potential employee's interview process - I never would have thought of an interview in that way, but it made perfect sense. And, the concrete suggestions provided actually make it possible to put that idea into action.
The book is organized so that it can be read straight through or used as a reference book. Either way, I would highly recommend it to any business leader or supervisor looking for guidance in managing salespeople.
2 of 2 people found the following review helpful.
Recommend for all sales managers
By M_Hayes
This book is not just a survival guide for CEOs managing their salespeople, but also a "must have" for new sales managers developing successful sales teams. I should know; as a sales manager growing my team, I recently hired a new account manager. I followed Suzanne Paling's detailed recommendations for "onboarding" my sales person... resulting in this person becoming quickly productive. Her guidance in this book has proven to be invaluable, providing concrete suggestions for every stage in the development of a winning sales team.
2 of 2 people found the following review helpful.
'How-to' style effective for all sales managers
By Jeff
This is a great book for anyone managing the sales team, not just the CEO. Suzanne's style is straightforward and detailed. The section regarding on-boarding new sales reps is excellent...including a great plan for hour-by-hour tasks each day in the first couple weeks to accelerate productivity.
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