Summary of The Sales Manager's Success Manual

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The Sales Manager's Success Manual book summary
You need a cool head, thick skin and sharp instincts to be a successful sales executive.


8 Overall

9 Applicability

6 Innovation

8 Style


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.


The Hardest Job of All
Considering that their bosses judge sales managers’ performance solely by the bottom line, Chief Sales Officers (CSOs) may be under more pressure than any other corporate executives. Their inability to influence many of the very elements that determine their success...
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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.

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