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, by Kevin F. Davis

Get Free Ebook , by Kevin F. Davis

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Product details

File Size: 2434 KB

Print Length: 250 pages

Publisher: Greenleaf Book Group Press (March 28, 2017)

Publication Date: March 28, 2017

Sold by: Amazon Digital Services LLC

Language: English

ASIN: B06XH7LX1D

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Amazon Best Sellers Rank:

#12,343 Paid in Kindle Store (See Top 100 Paid in Kindle Store)

This book lives up to its title in every way. You'll find detailed instructions on how to do your challenging job, as well as reasoned judgment on why Mr. Davis's recommendations are the way to go. Here are characteristics of the sales culture that you'll build when you follow this guide:• Formality• Thoroughness• Performance-based• Mentorship• Coaching• Preparation• DevelopmentalThese qualities, therefore, make the book conducive to a vigorous, thriving sales culture, especially the emphasis on the Sales Manager as Leader and Developmental Coach. Sales teams thrive in a collaborative, coaching culture, not a bureaucratic top-down culture. But few sales managers have much training or experience in how to behave as a coach. This book shows you how to fulfill that role and offers lots of anecdotes along the way.Davis lays out a model in which every salesperson will have the optimal chance to be successful, but at the same time slackers will be discouraged and either find their own way out or be dismissed without much trouble. It sounds like a high performance, low drama operation in which it's easy to learn exactly what's expected of you, and support for your learning is plentiful.The most original part of the book is “the buying focused sales model,” which the author fully explains and illustrates as a playbook integrated inside the CRM. It’s a way of understanding your sales process, naming the steps and stages and activities, completely in terms of the buyers’ perceptions rather than those of the seller. This section alone should be required reading for your entire company, not just the sales manager! Many sales gurus talk about being customer-focused, but I've never seen such a detailed, thoughtful approach to how you would go about teaching salespeople to implement a sales process completely based on the buyers' activities rather than your own. Brilliant!Kevin Davis moved up through the ranks of sales person to sales leader, which is a tough transition. If you're the sales manager, you ought to have this book. If you aspire to sales management, get it now to make yourself ready. If you're the CEO or Sales VP of a big company, make sure all of your sales managers have this book and use it in their daily practice.This is one of the best sales books I’ve read, ever. It’s one of the best leadership books I’ve read, ever. It's not grandiose and it's not driven by motivational jargon. Rather, it's a thorough, detailed guide, with step-by-step explanations of what you should do and how you should do it in order to lead a sales team “to the top” as the subtitle promises.

When we read a good chapter or paragraph in a great book from a great author or teacher, many of us highlight the section or write down the quote . . . well I DOG-EAR that page. For example, In Sales Manager's Guide to Greatness, there is a section call WAR #1 - Player vs Observer. And the line that rang true for me was the line, "the only way I could keep silent was to squeeze that coin." To shut up and OBSERVE is so critical to help your team be better at what they are supposed to do.My problem now is, at last count, there are 27 pages dog-ear'd - how do I go back and find those gems that I need to remember?Excellent brain matter for every sales leader - from the front of the pack with your field sales team, to all the way back to the sales leadership group developing, creating and implementing sales strategy and process.Great job Kevin and thanks again for the best "HOW TO" on sales leadership I've read in a long time.Jim McKenzieDistrict Sales Manager

I was recently promoted into a sales management role, and needed to learn more about it, so I bought “The Sales Manager’s Guide to Greatness.” The book provided immediate benefit because it helped me recognize more clearly all the problems our company had that I hadn’t yet realized. For example, there was a lack of rep accountability, a lot more negative attitudes on the sales team than I had been aware of, there was no plan to improve the sales team, no Sales Playbook, no hands-on approach for coaching big opportunities, and I was overwhelmed by all the “stuff” that was suddenly flying at me as a manager. In this book I found practical solutions for all these problems, and more.The author includes a ton of stories and examples that make the key ideas easy to remember. One example is the author’s analogy of a golf scorecard. The scorecard describes the outcome of a game, but doesn’t really disclose what the golfer needs to do to get better. The same is true with how I was coached as a rep. My managers looked primarily at my sales results scorecard, but didn’t really observe me selling. And so the coaching I received was, for the most part, useless.I highly recommend this book to every sales manager. It truly is a guide to greatness.

I had read several books of sales management but this book had been enlightening. Three major takeouts for me: first, change your selling process to a buying process: second, focus on improvement your base salesforce; last by no least aim to a stretch goal. If you are starting as a Sales manager or you want to improve as one, this is the guide you need to follow.

Extremely well written and a handy reference guide which should be read multiple times. There are so many things that we know we can improve as sales managers but we fail to do so. We either get caught up with tactical "urgent" deal stuff or try to use "gut instinct" to guide ourselves through the deal close process. Neither of these of course scale and we all know this. This book gave us a step by step methodology which provided our sales force with a standard language with defined tools and processes. The sales methodology also allowed us to hire a wider spectrum of sales execs; and bring them up to speed on our market and technology faster. We previously had to hire from a smaller pool who were already familiar with our industry and technology. This was getting very limiting. Highly recommend both the book and the author [he provides some great training programs also] to anyone trying to grow their sales team or make their existing sales team more efficient.

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