The Road Warrior’s Guide to Sales Management
by Tom Schaber
Published by Adams Business & Professional
Click on book
cover to order
at Amazon.com
Reviewed by Barbara L. Fielder
Subtitled: Taking the Stress out of Managing Salespeople
Highly informative, witty and a downright must read for success as a sales manager. Whether you are a sales manager or business owner, you will gain years of wisdom and insights by reading and following the author’s unabashed straightforward, no nonsense, real world advice.
The author is an authentic veteran of the “sales profession” (as he insists it should be referred). He sites frank examples of what to do and what to avoid when selecting, training, coaching, developing, rewarding, and yes– leading some of the duds you hire to the exit.
There is no doubt that the author subscribes to and devotes attention to the process of selling. It is what, after all, made him a success. He is also candid about the failures he experienced, so you won’t make the same mistakes.
A quick, pithy read. It is enough to jumpstart your thinking of new ways to motivate, inspire, reward, compensate, and champion an outstanding sales team and individual sales contribution.
If you want to raise the bar on your own strategies and that of your “road warriors,” devote an evening or two in your hotel room on your next sales trip, and return to the office with a fresh and/or renewed focus on your goal to improved sales management.
Armchair Interviews says: Excellent book–a must read for all sales managers!