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I really like this book. It was mainly about transforming upper management on down to focus more on results vs activity. You can ruin a great sales culture by micromanaging activity. instead you should cultivate your talent and provide them with tools that will increase their results and remove non sales activities from their duties. 80% of the book is really calling out the accountability of upper management and the ineffectiveness of Salesforce and other CRM's. Companies need to get back to focusing on the art of selling and coach in person and not through emails. 20% was on solutions. I would like to see a more 60/40 split but I know that could be difficult because every company is different. Every leader should have this book
3 of 3 people found this review helpful
I loved the straight forward, to the point analysis and solutions the author offers.
The review mechanism is easy to understand and install in your organization.
Just downloaded his second book!
2 of 2 people found this review helpful
the book focus on timeless and basic sales concepts and warns you againts fads. very helpful for anyone looking into sales management.
initial first 19 or so chapters could have been consolidated in to one chapter and did seem to go on like a broken whiney record. however, part two of the book is where the fun begins and gives a good overview of the basics that you should follow managing a sales team. Plenty learnt that will be put in to practice.