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Summary: Awesome Managment Tool!! A Must HAVE!
Review: A tremendous tool for old and new managers. The tools you will get out of this book are practical, easy to use, and easy to implement. From the formula's that are presented to such anecdotal comments as "You don't ride the bus anymore" you will find applications that you can implement in your day to day operation. A book every manager must have!
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Summary: A great sales tool for all sales managers
Review: Every sales manager, from brand new to the seasoned pro's need this book. This book will help you realize that the role of salesman and sales manager are completely different roles. Great advice, examples and real life stories on how to create an effective and "killer" sales team. Following Skip's advice has allowed me to create a dynamic sales team that produces results!Great stuff!!
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Summary: Not bad, but don't place too much faith in Sales Gurus
Review: Good attempt at writing about sales management, and Skip makes some very solid points in the opening chapter. He points to the need for Leadership as a key element of a good sales manager. Unfortunately, I think Skip knows more about sales than leadership, himself, so he is not great at explaining HOW to be a good leader. He spends a lot of time on how to hire good people, which I agree is important. This might lead some rookie sales managers to fall back on the excuse of inheriting weak sales reps, and worry more about replacing them, than fixing them.
Read the first chapter in a book store somewhere, and save the $$$
Rating:
Summary: Simple, Effective, Results-oriented
Review: Great practical information for managers of all experience levels. Not a lot of hot air, just some great ideas for implementing a strategy that will be consistent and effective.
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Summary: A True Step By Steph Guide to Sales Management of the Future
Review: Hat's off to Skip! This is an excellent book that has tons of gold nuggets that can be implemented immediately. Skip puts together excellent steps on hiring, discipling and reviewing salespeople. Also, his approach to tracking the pipeline is very valuable, streamlined and pertinent.
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Summary: More "tools" than Home Depot
Review: I always thought that all my years of sales success would transfer to my job as a sales manager -- well, it has been a 2 year roller coaster ride. Until, I read skip's book.....my game plan was to manage the people the way I used to sell, however, ProActive Sales Management showed me that you must "Manage the process, not just the People!" I love the fact that Mr. Miller uses "tools" in his book, so this way I am able to pick and choose the right tool for any given situation. Sales have been climbing since we started implementing these metrics and we are not looking back!
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Summary: Not bad, but don't place too much faith in Sales Gurus
Review: I attended and AMA class in Chicago several years ago on Sales Management that Skip taught. This book is the complete how to and how not to guide for any Sales Manger. The ideas taught in his class and in this book enabled me to lead my sales team from worst to first and keep them there! This is packed with a ton of easy to understand and easy to implement tactics to lead you to new levels of success. This is a must read for any sales manger who is not satisfied with the status quo of his teams performance.
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Summary: He Nails It!
Review: I attended and AMA class in Chicago several years ago on Sales Management that Skip taught. This book is the complete how to and how not to guide for any Sales Manger. The ideas taught in his class and in this book enabled me to lead my sales team from worst to first and keep them there! This is packed with a ton of easy to understand and easy to implement tactics to lead you to new levels of success. This is a must read for any sales manger who is not satisfied with the status quo of his teams performance.
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Summary: Outstanding Tool Set for Sales Managers
Review: I found the book very good from someone who has done both sales and sales management. The thing I liked best about the book is the tool box concept. As a manger, you don't have to change what you're currently doing, but you may want to adopt some of Skip's tools.
As far as the comments of one reviewer, giving the impression that fixing a salesperson is better than replacing one doesn't seem to know much about management or people. 40 years of Gallup research shows that people don't get fixed and they don't change. As manager's of any kind, it's our duty to put people in the right positions, even if that means it's not sales.
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Summary: This is a Sales Manager's survival guide!
Review: Managing salespeople is very hard. Contrary to coventional wisdom, being a successful salesperson has very little to do with being a successful sales manager. Too many organizations put good salespeople in management roles with little preparation, and then they wonder why the failure rate for new sales managers is so high. "ProActive Sales Management" is an indispensable guide for any professional sales manager, from the newest to the most seasoned. This is a practical, actionable blueprint for building and managing a winning sales organization. The core of "ProActive Sales Management" is a set of tools that can be immediately applied to a variety of sales management challanges, regardless of size of sales force, type of industry, or even geographic region. Our own organization has successfuly applied these methods in the US, Europe, Asia, Canada and Latin America. The key strength of this book is its common-sense approach. This is not about dogma or ideology, as so many sales and sales management books are. This is about getting the job done, and doing it well. If you manage salespeople, or if you aspire to being a sales manager, you must read this book!
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