Stephan Schiffman is a storied veteran in the field of corporate sales training. His book offers many useful tools, including a test to determine if you’re suffering from burnout, a myriad of tips on selling more effectively (Shiffman’s foremost area of expertise) and an appendix with advice for telemarketing sales operations. Schiffman includes scores of anti-burnout measures, ranging from diet to managing expectations to transforming stress into creative energy. Most chapters are only two to three pages long, which makes this book read at a practical pace for busy professionals, including sales managers, an audience Schiffman specifically addresses. His advice on burnout is sound and well founded, if not nearly as brilliant as his advice on the selling process itself. getAbstract.com recommends this book, although its impact on you will depend on your stress level, experience, personality and job circumstances. The section on how managers can minimize burnout will help you even before your team members get their copies. Reading this book may not prevent burnout, but at least you’ll know how to douse it.
In this summary, you will learn
- How pervasive burnout is among sales professionals and why;
- What causes burnout;
- How to diagnose and counter burnout; and
- How sales managers can minimize sales force burnout.
About the Author
Expert sales trainer Stephan Schiffman has worked with salespeople at many Fortune 500 companies. His previous books include Cold Calling Techniques (That Really Work); Closing Techniques (That Really Work); Stephan Schiffman’s Telesales and The 25 Sales Habits of Highly Successful Salespeople.