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The Sales Manager's Guide to Greatness
- 10 Essential Strategies for Leading Your Team to the Top
- Narrated by: Derek Shetterly
- Length: 4 hrs and 46 mins
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Publisher's summary
Straightforward advice for taking your sales team to the next level!
If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader.
In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack.
This book will help you:
- Learn the six sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset - true sales leadership begins with improving the leader within
- Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople
- Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results
- Master the seven keys to hiring great salespeople
- Create a more customer-driven sales team by blending the buyer’s journey into your sales process
- Speed up the improvement of your team by mastering the seven keys to achieving better coaching outcomes
- Excel at the most challenging coaching conversation you face - how to solve a sales performance problem that is caused by a rep’s lousy attitude
- Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close
- Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts
- And much more
You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.
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Get Ready for a WBOA
- By El Barto on 03-26-21
By: Gino Wickman, and others
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Journey to the Emerald City
- By: Roger Connors, Tom Smith, Craig Hickman
- Narrated by: Wayne Shepherd
- Length: 2 hrs and 51 mins
- Abridged
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Building on the success of their previous title, The Oz Principle, Connors and Smith explore the direct link between a company's culture and the results it produces. Journey to the Emerald City details a clear road map for accelerating the move to a culture of accountability in which people focus on achieving the results critical to a company's future.
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Every creative leaders go to book
- By June on 01-08-18
By: Roger Connors, and others
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The Only Sales Guide You'll Ever Need
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 54 mins
- Unabridged
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Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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Great read
- By Helpful Review on 10-12-17
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Who
- The A Method for Hiring
- By: Geoff Smart, Randy Street
- Narrated by: Patrick Lawlor
- Length: 4 hrs and 47 mins
- Unabridged
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Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.
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Great book but need PDF of Scorecard material
- By Nancy Walsh on 10-17-12
By: Geoff Smart, and others
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Inbound Selling
- How to Change the Way You Sell to Match How People Buy
- By: Brian Signorelli
- Narrated by: Kevin Stillwell
- Length: 7 hrs and 14 mins
- Unabridged
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Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands - through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60 percent of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question.
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Should be titled sales and sales management 101
- By James on 12-11-23
By: Brian Signorelli
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- By: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrated by: Matthew Dixon, Nick Toman, Rick DeLisi
- Length: 6 hrs and 37 mins
- Unabridged
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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
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The Outstanding Organization
- Generate Business Results by Eliminating Chaos and Building the Foundation for Everyday Excellence
- By: Karen Martin
- Narrated by: Karen Martin
- Length: 6 hrs and 5 mins
- Unabridged
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After two decades in the trenches of helping companies design and build better, more efficient operations, Karen Martin has pinpointed why performance improvement programs usually fail: Chaos, the sneaky but powerful force that frustrates customers, keeps business leaders awake at night, and saps company morale. In The Outstanding Organization, Karen offers a toolbox for combating chaos by creating the organizational conditions that will allow your improvement efforts to return greater gains.
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Good breadth, shallow depth
- By aochoa19 on 02-09-21
By: Karen Martin
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The High-Potential Leader
- How to Grow Fast, Take on New Responsibilities, and Make an Impact
- By: Ram Charan, Geri Willigan
- Narrated by: Bob Reed
- Length: 5 hrs and 48 mins
- Unabridged
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Companies need high potential leaders (Hi-Pos) more than ever before to help them adapt to today's tumultuous, digitally-driven business environment. If you meet the Hi-Po criteria, you're in high demand - and this book explains how to fast-track yourself.
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Good book for people wanting to climb the corporate ladder and for executives to accelerate high - potential leaders
- By Niel on 06-23-19
By: Ram Charan, and others
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Clarity First
- How Smart Leaders and Organizations Achieve Outstanding Performance
- By: Karen Martin
- Narrated by: Karen Martin
- Length: 8 hrs and 25 mins
- Unabridged
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Through her global consulting projects, keynote speeches, and work with thousands of leaders, Karen has seen first-hand how a pervasive lack of clarity strangles business performance and erodes employee engagement. Ambiguity is the corporate default state, a condition so prevalent that “tolerance for ambiguity” has become a clichéd job requirement. It doesn’t have to be this way.
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Not for me - dislike narrator's voice +
- By sharing1 on 10-11-19
By: Karen Martin
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The Making of a Manager
- What to Do When Everyone Looks to You
- By: Julie Zhuo
- Narrated by: Karissa Vacker, Julie Zhuo
- Length: 7 hrs and 32 mins
- Unabridged
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Having managed dozens of teams spanning tens to hundreds of people, Julie Zhuo knows the most important lesson of all: Great managers are made, not born. The Making of a Manager is a modern field guide packed with everyday examples and transformative insights you need to be the kind of manager you wish you had.
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Drink the Facebook Kool Aid
- By Amazon_Customer on 03-29-19
By: Julie Zhuo
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Strategize to WIN
- The New Way to Start out, Step up, or Start Over in Your Career
- By: Carla A. Harris
- Narrated by: Carla A. Harris
- Length: 8 hrs and 3 mins
- Unabridged
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The Wall Street powerhouse and author of Expect to Win offers a new way to conceptualize career strategies and gives us proven tools for successful change. Whether we're starting out, striving toward a promotion, or looking for a new opportunity, the working world isn’t what it used to be. Wall Street veteran Carla Harris knows this, and in Strategize to Win she gives listeners the tools they need to get started.
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The advice gets stronger with each chapter!!
- By A. G. on 05-05-17
By: Carla A. Harris
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First, Break All the Rules
- What the World's Greatest Managers Do Differently
- By: Marcus Buckingham, Gallup Press, Jim Harter - foreword
- Narrated by: Mel Foster
- Length: 9 hrs and 51 mins
- Unabridged
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They actually have vastly different styles and backgrounds. Yet despite their differences, great managers share one common trait: They don’t hesitate to break virtually every rule held sacred by conventional wisdom. They don’t believe that, with enough training, a person can achieve anything he sets his mind to. They don’t try to help people overcome their weaknesses. And, yes, they even play favorites. In this longtime management bestseller, Gallup presents the remarkable findings of its massive in-depth study of great managers.
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Content is dated
- By A. Yoshida on 09-09-19
By: Marcus Buckingham, and others
What listeners say about The Sales Manager's Guide to Greatness
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Ang
- 06-08-23
Worth reading
good practical lessons to implement, The book is well organized and I will reference in the future
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- ShawnSational
- 08-28-22
Free to BE Great!
"The Sales Manager's Guide to Greatness" is a must read for anybody who manages salespeople, or for those people like me who manage the managers of salespeople.
The book clearly identifies the specific mistakes that sales managers make, and more importantly the author explains how the origin of those mistakes is the managers' previous habits formed as a peak performing salesperson. How illuminating this content was for me!
I just completed QBRs with my six sales managers. One of the most important takeaways from this book is the need to have a “Success Profile” and not just a “Minimum standards of Performance”. Eureka!! 💥💥💥💥💥! I’ve led high-performance sales teams for 25 years and never had this actually written down. We are now using this to coach our AE’s to a “Standard of Excellence” that our managers use to C.O.A.C.H our AE’s to perform to a standard and not to a minimum as well to improve our quality of hire. We hire now to fill the top of our team. If someones scores are lower than the top 50% of our team we don’t hire them. The success profile not only helped us to improve the quality of hiring but also the focus of our 1 on 1’s and day to day coaching. We also applied the book's suggestion of defining the “skills” ( broken down into Sales Process skills vs. General selling skills) and “wills” (attitudes & behaviors) possessed by our peak performing salespeople, and we're now implementing the book's suggestion for getting all of our salespeople to adopt more of those best practices. I'm just getting started implementing the many great ideas in this book.
I need my sales managers to be force multipliers, and this book provides the practical framework for making that goal a reality.
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- Elena McMillan
- 12-14-20
Most important book any head of sales can read
From CRO to Sales Manager this book applies to every level of sales management. The practices taught are immediately actionable.
Just be warned so much of what you take a gospel of years past is about to be challenged. Being a result of old school teachings this book was beyond eye opening. In a profession where lead measures are always being sought after, but rarely found. This book provides clear path to lead measures that are so obvious it hurts.
I am placing an order for every level of our sales and customer success organization so they can get in alignment with these teachings. I’m sure after you read it you will follow this path.
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