Sales Manager Survival Guide: Lessons from Sales' Front Lines

by David Brock

Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all – often without anyone showing them the ropes. In addition to making your numbers your job calls upon you Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace – and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you’ll face as a Front Line Sales Manager. If you’re a sales manager, or want to become one, this book shows you how to survive—and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top—and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified

Genres: Business, Professional Development

360 pages, Kindle Edition

Published May 23, 2016

About the author

David^Brock.

There is more than one author by this name in the database.

David Brock is a journalist currently living in Washington, DC. He started out in professional journalism with a piece in "The Wall Street Journal", that caught the attention of John Podhoretz, who was assigned with starting a magazine for the conservative daily newspaper, "The Washington Times".

He worked as a news reporter for a while at "Insight" (the Washington Times' magazine) until eventually moving up to work for the paper, itself. His prominence in the conservative movement as a journalist got him a job at the American Spectator. During his time at the Spectator, Brock became very well known for filing "hatchet jobs" against then-President Bill Clinton (William Jefferson Clinton) and the first lady, Hillary Rodham Clinton.

He wrote the hugely popular book, "The Real Anita Hill", which attempted to paint Anita Hill (who accused Supreme Court Justice Clarence Thomas of sexual harassment while he was being confirmed to the Court) as being a liar who could not be trusted (Brock labeled her "a bit nutty and a bit slutty").

He eventually "broke" with the conservatives and went on to try to make amends for his character assassination and fabrication of the truth while he was in the movement.

He detailed these fabrications and denounced much of his own earlier work in his 2002 book, "Blinded By The Right".

He is now the CEO and founder of "Media Matters for America", a progressive media watchdog group thats mission is to find and correct conservative misinformation in the mainstream press.

- IMDb Mini Biography By: Regis

Reviews

[David West · Rating 3 out of 5]

Lots of helpful information in this book. I struggled with the author's style but overall learned a few things which I quickly implemented. The book is broken into easily manageable sections which can be quickly referenced as needed in the future. I'm sure it will come in handy as time goes by.

The author's advice for the first 30 days of a new manager role was very helpful to me earlier this year. Slow down, ask lots of questions, don't make big sweeping changes right away. I also appreciated advice like this, "If we are to be effective as leaders, then we must serve the people doing the work. We must coach and develop them. We must remove roadblocks and help them perform at the highest levels."

[Anna · Rating 5 out of 5]

Best first time manager book I've read

Fast read with many clear and compelling examples to reinforce points. Author is a true sales leader who shows you how to win through your people.

[Jason Boehle · Rating 4 out of 5]

A unique read on how to train sales managers. Most book focuses on sales while this one focuses on the big picture. I really enjoy David’s take on continual never ending learning as well as his time management tips.

[Tim · Rating 4 out of 5]

Great for someone new to sales management

[Ron · Rating 5 out of 5]

Superb tool for the new or experienced sales manager. Or for those who lead or aspire to become sales managers.