Overview

Combining great storytelling with world-class insights, this groundbreaking book shows how a comprehensive sales management system can transform your revenue from mediocre or erratic to strong and predictable. Rolland Mandat finally got promoted to sales manager, after proving himself as a salesman. But now he finds himself in over his head leading the team. Sales are below par, and pressure is mounting to get better results, fast. It's a common problem - great salespeople aren't always naturally great sales managers. It takes a different skill set to manage the sales system and guide a team of free-wheeling individuals. But with the right blueprint, managers and executives can become master sales leaders. With the help of an expert coach, Rolland builds on his knowledge and skills and develops an effective system to get the results his boss expects. Instructional chapters augment the story with key insights and tools from the author's breakthrough Intentional Sales Management system. As you see the principles illustrated that help the intrepid manager succeed, you'll gain the critical insights needed to lead your team to predictable sales.

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9781733934800

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Reviews

I'm not sure how I sold ANYTHING before I started using Michael's system! He has amazing insight and a proven approach that can turn any sales manager into a true leader that gets results. This book is a blueprint for sales management success. Read it, follow it, and become a disciple of this system. --Brian Waller, President and CEO of Insurance Finance Company Michael has demystified sales management and given his readers a simple approach that just works. There is no fluff, filler, or BS in this book--it's not your normal list of 50 sales tips and traps. The tools and processes are comprehensive and strategic, AND quick to implement for high-impact results. Michael Andersen does for sales managers what Patrick Lencioni did for teams! --Jim Horan, author of The One Page Business Plan What a great behind-the-scenes look at running a sales team! The characters and situations in the story are fully relatable to real-life situations. And the solutions have proven extremely effective in my own experience, as I am sure they will for other readers. The best practices detailed in this book will improve your team's effectiveness, accountability, and overall financial results and create a collaborative culture that makes everyone's work more enjoyable. --Tom MacManus, former CEO North America Operations, GMAC Commercial Mortgage This book is fun to read and packs powerful lessons that every sales manager and CEO needs to understand. Too many midsized company CEOs blame the salespeople when they could get far better results by looking more closely at how the team is set up for Andersen does a great job of laying out one action plan after another for helping a sales team consistently deliver a mighty performance. This is a mandatory read for sales managers and CEOs who wants more predictable sales. --Robert Sher, author of Mighty Midsized Companies and Columnist at Forbes.com Absolutely brilliant! The system of sales management proposed is very common sense, yet so uncommon in companies today. You cannot read the story and the takeaway sections without thinking 'Well, of course!'... followed immediately by 'I can't believe I didn't think of this before!' This book provides a fabulous roadmap for development and motivation so you can lead a sales team to great success. --Michael Beach, former Executive Director of Global Channel Operations, Dell For a sales manager, this book overflows with invaluable wisdom. I know because I used Michael's strategies to develop the #1 regional sales team for my former employer. And now as president of a young company, I've used them to go from zero to exceeding our ambitious sales goals. I've read 100+ sales books, and a lot of them re-hash the same ideas. This book takes a fresh and detailed look at the challenges of getting teams to rethink sales production. It's a tremendous asset that I refer back to all the time. I know our success depends on predictable sales results, and this book delivers on that promise. --David Handsaker, President and CEO of Growers Axis, a subsidiary of Wilbur-Ellis

Author Information

Creator of the breakthrough system Intentional Sales Management(TM), coach, trainer, and speaker Michael Andersen helps company leaders stuck with uninspiring revenue generate strong, predictable sales results. As a nationwide leading sales coach and fractional CSO, he is known for his ability to ask the right questions and then integrate unique market positioning with proven best practices. His books and talks focus on providing actionable insights that help produce immediate results. Michael has been starting and growing businesses since the 3rd Grade. While earning his MBA, he founded what would become the largest mid-market CRM implementation company in North America. Seeing the challenges facing sales and marketing teams, he realized the true gold in transforming sales was not in technology solutions. Instead, it lay in developing better sales strategies and improving personnel training and management. With this new direction in mind, Michael sold the company in 2007 to focus on consulting, coaching, and training. He has since become a go-to resource for businesses and private equity firms seeking top-shelf expertise in sales turnaround. He has partnered with executive and sales leadership of hundreds of companies in numerous industries, from Fortune 100 enterprises to successful family-run businesses. They turn to his expertise to build and train their sales departments, develop their sales processes, and transform their go-to-market strategies.

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