Summary of The Sales Manager's Success Manual
Copyright © 2007 AMACOM, a division of American Management Association
You need a cool head, thick skin and sharp instincts to be a successful sales executive.
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
- How to anticipate and react to marketplace changes