Review of Managing for Sales Results: A Fast-Action Guide to Finding, Coaching & Leading Salespeople (Hardcover)

My only beef about this book is its title.It should be "Leading for Sales Results".

It is rare with all the "me too" books out there to see something that delivers.Mr. Marks does just that.It's a book I simply couldn't put down.

Leadership has become quite the buzz word lately.You can't pick up any business magazine without seeing a relevant article.But most of it just transposes the word leadership for management.While Mr Marks book is still a top down management style vs my training in Dynamic Governance--it brings some of the concepts to light.

I won't go through the book on a one by one line item--but a few ideas will entice you to purchase.

Ideas on where to find salespeople using "Guerrilla" tactics are not new but bear repeating.Prospecting is very important to me.I often cold call an office to receive not an inquiry for a product, but an interview.If cold calling is important to you, and you are cold called upon--there you go.Look for places where people use this skills but may be underpaid and opportunity challenged.The author suggests Nordstroms, where they probably not only have the skills but a professional wardrobe.

In interviewing, evaluate how the person thinks about his/her purchases.If you market a product with a one time close cycle and your candidate is a slow, think it over, take your time kind of sales buyer--they may have trouble pushing a prospect to purchase differently than their own style.The Japanese have a saying, "as above so below".Its amazingly basic but I never thought of it that way.

A recent blog entry on my website was a article on dread.Salespeople live their lives in dread because of prospecting, yet managers pick their battles and don't push it.As the author points out, prospecting is discussed during the interview and is given lip service by the candidate, but no follow through.As a manager if you allow that to happen, you are more at fault than the salesperson.Marks "call to action" is so simple and step by step, you don't have any more excuses.

Nothing here is hard to implement.One easy "take away" I will implement in my sales training and coaching is the C-Letter or commitment letter.It simply says as manager you agree to give the employee all the tools they need to succeed.The employee agrees to use those tools.This letter becomes a talking point in follow up evaluations.

Follow up evaluations are explained in wonderfully simple detail.This is a great read and one of the very few I'd heartedly recommend.



Product Description
Ron Marks puts his decades of experience in the field of sales leadership to work to spell out an effective, profitable management method for the most important and unique employees in any business: salespeople.With an intelligent and easy to understand argument for the kind of leadership that motivates salespeople and instantly useful practical tips to improve productivity, reduce turnover, increase employee satisfaction, and ensure that you hire smart instead of hiring often, this book proves that there is a much quicker route to effective management than years of trial and error.

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Review of Managing for Sales Results: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople (Hardcover)

I read Managing For Sales Results when it first came out and was floored by how simple Ron Marks has made a topic that brings pain to many, and utter anguish to yet others.

I only wish he would have written it 25 years ago when I got my first taste of leading a sales team.

As Marks says, managing sales people is like trying to provide adult day care -- easily the hardest job in management...hands down.

I immediately understoodthe things I was doing that were undermining my chances of success; how to change both my own behavior as well as that of those who work with me; and it has given me a solid base for talent management and acquisition.

If you're a sales person and want to learn how great sales managers should operate, this is a valuable read. If I were going back into the field full time, I'd love to think it would be for someone who manages the Ron Marks way. And if you ever want to break into management, then this is a must read.

This book can be devoured in one cross-country flight, or a week's worth of lunches. You're THAT CLOSE to a sales management breakthrough.

Read the book, then hope Marks comes to your city for live workshops. I attended two of his courses and reading the book ahead of time made all the difference in the world.

His teaching style, in person, is just like the book...easy to get into and pick up the information. I've attended other workshops and seminars where the ego of the instructor was such a barrier to learning, and I wound up glad for it to end. Not so with this guy. He's a world class teaching talent.

So, if you're perusing Amazon because sales management hasn't turned out to be the walk in the park it once was made out to be, grab this book and implement just one of Ron Marks' strategies. I believe that you'll quickly be back for the rest.

Product Description
This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects.

From the Inside Flap

Some say that managing salespeople is like commanding a ship. As captain, you hold the responsibility of guiding your crew and keeping the ship afloat. Unfortunately, sales managers almost never receive proper training, and without the proper skills, they end up crashing their company on the rocks.

But now, sales managers can turn to Managing for Sales Results for the answers they've been looking for. It assists you in improving your leadership and communication skills and provides valuable information on how to handle every type of salesperson. Packed with step-by-step guidance, this practical sales guide will help you lead your staff to greater profit.

This comprehensive guide explores the unique behavioral styles of salespeople and shows you how to work with their diverse personalities. You'll soon be able to forge a loyal, dedicated, and effective sales team and master the critical core competencies that sales managers need to succeed in today's sales world.

From interviewing candidates to training new hires to managing established sales pros, Managing for Sales Results covers every aspect of quality team-building and sales management. Plus, you'll learn how to design and implement team sales strategies that lead to lasting success.

Step by step, Managing for Sales Results will help you build an effective, devoted team and lead them to consistent, superior results. Based on his long experience as a top-performing salesperson, Ron Marks gives you the proven and practical guidance needed to motivate individuals and teams, counsel salespeople for improved sales results, and maintain consistent and positive morale.

This expert, comprehensive guide is the only resource today's sales manager needs to improve sales performance and ensure lasting competitive advantage.

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