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The Sales Manager's Success Manual
Book

The Sales Manager's Success Manual

Wayne M. Thomas
AMACOM, 2007

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Editorial Rating

8

Qualities

  • Applicable

Recommendation

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.

Take-Aways

  • A sales manager or Chief Sales Officer (CSO) needs to develop a good relationship with the CEO. If you don’t think that’s possible, don’t take the job.
  • CSOs can’t get complacent. They must recognize trouble on the horizon.
  • Rely on your instincts and experience to help you predict future sales.

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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