Summary of The Sales Manager's Success Manual
Copyright © 2007 AMACOM, a division of American Management Association
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Chief Sales Officers (CSOs) have shorter tenures – averaging one year – than other corporate executives and that’s no surprise. With unflinching candor and formidable insight, Wayne M. Thomas explains that sales managers always walk a tightrope between intoxicating success and crushing failure. Thomas, who has a doctorate in business administration, has written a terrific must-read book for sales managers and executives, and anyone crazy – or ambitious – enough to want the job. Based on his depth of experience, the author offers excellent advice, solutions and sharp psychological insight. Thomas clearly has “been there, done that.” If you want to be a sales executive, getAbstract encourages you to turn to him for the lowdown.
In this summary, you will learn
- What makes being a sales manager a difficult job;
- How to master the skills to succeed at it; and
- How to anticipate and react to marketplace changes.
About the Author
Wayne M. Thomas, Ph.D., an adjunct professor of management at Bentley College, is the CEO of Thomas and Company, Inc., a sales management consulting firm.