Selling is getting tougher and more complicated as the number of sources buyers have to research issues and their potential solutions expand and to then choose from the tremendous variety of solution delivery methods available in the today’s marketplace. Yet surprisingly, the problems and potential downfalls sales managers face really haven’t change. As Steven Rosen in his excellent new book, 52 Sales Management Tips (STAR Solutions that Change Results, 2012), points out, those primary sales management issues are how to
1. Be a more effective coach
2. Handle their boss
3. Hire sales STARS
4. Drive sales performance and
5. Manage different types of people
Those are the issues that have plagued generation after generation of sales managers for decades—millennia actually.
There is a world of hard earned sales management wisdom that one can discover. Unfortunately the discovery typically takes years and must be gleaned from a large number of sources as one finds them—usually by accident.
Today there’s good news in the form of 52 Sales Management Tips for any sales manager struggling with any of the above issues. Whether you’re a newly minted sales leader or an old salt dog, Rosen’s book has immediately actionable wisdom to help you deal with you and your team’s issues.
Each of Rosen’s tips is short—typically a third to a half a page long. But don’t be fooled by the brevity of the tip. Just because a tip is quick doesn’t mean it doesn’t have real life application or that it can’t make a meaningful difference to you as a sales leader.
As you might have guessed based on Rosen’s observation of the five major issues sales leaders face, he addresses each issue in a chapter of its own.
Each chapter begins with a brief overview and then Rosen starts hitting you with tip after tip, each designed to give you more ammunition in addressing that particular issue. For instance the chapter on Team Inspiration has tips on the power of individual recognition, how to deal with the self-doubter or the talented slacker or the co-dependent seller, how to make people your primary focus, and more.
Pick up a copy of 52 Sales Management Tips today because whether you are having issues today or not, you will eventually and Rosen’s wisdom will help you successfully work through those issues.