- When should I hire a sales person?
- Where do I find sales professionals?
- How do I interview sales people?
- I’ve hired a sales person – now what?
- What if I need to fire a sales person?
These are just a few of the questions small business owners face when they put on their sales manager hat. The Road Warrior’s Guide To Sales Management provides an overview of the issues you need to be aware of when creating and managing a sales force. It is full of examples and practical advice from the author’s personal experience. His guidelines will help you set reasonable expectations for both yourself as a sales manager as well as for your sales staff.
I got a kick out of the introduction where the author speaks about how many companies have a marketing plan but not a sales plan or department. As a marketing coach, I, of course, see the opposite – we all have our lenses that influence our world view.
This is a short book and an easy read. I think a common reaction to this book will be that it is "just common sense". While you may not find any earth-shattering new ideas in this book, it does provide a very practical outline of the issues you need to address as a business owner to get the most out of hiring and managing a sales team. If you avoid just one of the common pitfalls that the author outlines in this book, you will be way ahead of the game both in terms of money spent and aggravation avoided.
