A MORE EFFECTIVE SALES TEAM

Sales management is so often seen as a series of mechanical processes, focused on forecasts, qualification, reports and creating a discipline. Paul Davies, however, has always seen successful sales management as being about sales people – getting inside their heads, seeing the world through their eyes, and getting the best out of them by working with the grain rather than against it.

The author has no illusions – he sees the collective noun for sales people as a ‘whinge’ – but by really understanding them, protecting them from the most well-intentioned help and value-add from senior management, which usually destroys any morale, and keeping them focused on customers, he was highly successful.

This book is irreverent, less concerned with filling in a customer relationship management form than making it easy for customers to buy, and full of useful ways of cajoling, encouraging and provoking sales people into stellar performance. A must read for senior management, as well as all sales managers.