Being a sales manager may seem like herding cats at times, and unless you’re one of the fortunate few who have had an excellent sales management mentor or have accumulated a library of books on sales management, it may feel as if you’re making it up as you go along. Although my book recommendations often focus on aspects of sales, I would like to suggest a resource specifically pertaining to the sales management role.
The Sales Leader’s Problem Solver frames sales management issues as opportunities instead of setbacks. Whether you need to take a struggling employee under your wing or get your team to break bad habits, sales expert Suzanne Paling provides suggestions and solutions she has learned from nearly 30 years in the position.
A side note: Paling also understands that ending up with this kind of work can be unexpected or unofficial. I have recommended The Accidental Salesperson many times in the past. If you’d like a follow-up in a similar kind of vein, Paling‘s first book was the award-winning The Accidental Sales Manager.
By the way, Selling in 6™ Platinum Edition features dozens of impactful, six-minute lessons on Sales Management, so you might want to check out that resource as well.
Meanwhile, here is the summary for The Sales Leader’s Problem Solver on Amazon:
“This is the book every sales manager wishes they had―before they accepted the job. The advice within acts as a 24/7 coach for beleaguered sales leaders dealing with perplexing dilemmas.
“Sales leaders (managers, directors, and vice presidents) advocate for and often succeed in getting sales training for their reps, but when they request sales management training for themselves, the answer is often no. This lack of formal instruction lowers their chances of success.
“Drawn from the author’s experiences as a sales manager, sales management consultant, and coach, The Sales Leader’s Problem Solver offers guidance on solving common but difficult issues with the salesperson who:
- Sells inconsistently.
- Cheats on sales contests.
- Doesn’t enter data in the CRM.
- Calls only on the largest or easiest clients.
- Won’t prospect for new business.
“By providing a consistent format to follow, Suzanne Paling will help any sales leader level-headedly deal with any challenge by:
- Clarifying the issue.
- Creating a plan.
- Presenting a solution to executives.
- Discussing the issue with the rep(s) in question.
“The Sales Leader’s Problem Solver is a powerful tool that will help new and experienced sales managers lead their teams and develop their reputations as fair, effective, no-nonsense problem solvers.”