Cash Machine Using Theory of Constraints for Sales Management

Rating:
Summary: An insight into a methodology for sales management
Review: I enjoyed this book as it teaches sales management in an easy to understand way, including a novel story line, and highlighting new methods such as:
- Theory of Constraint around the Ten Steps of Sale, thereby highlighting a systematic way to look at sales, and improve them by lifting 'bottlenecks'
- Specific steps to deal with the End-of-Quarter Syndrome and basically change the tempo of internal activities
- The fact that any activity in a company needs to be looked at from a broader perspective, rather than a narrow one, with the 'Prospect-to-Order Chain'.

I particulary enjoyed reading about the student syndrome and how to manager buffer time for any project. This will be helpful for any work or leisure activity.

Good insight!