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The Art of Sales Management: Lessons Learned on the Fly

The Art of Sales Management: Lessons Learned on the Fly [Kindle Edition]

Michael Delaware

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Product Description

Product Description

"Salespeople are among the most able individuals in society. In an economy, they are among the most valuable in existence. On their shoulders alone, they move the economy of a nation." - Michael Delaware, Author

The 'The Art of Sales Management' is about the art of being a successful sales manager, and guiding the most talented people in an economy. The Art of Sales Management lessons imparted in this book consist of lessons learned over four decades in the field of salesmanship and sales management by the author.

The book is designed to be both a philosophical and practical text on the subject. Sales Management refers to the managing of a team of salespeople, and building them into a 'team' rather than having them merely function as a 'group'. Teams work together as a cohesive unit, and 'groups' tend to be a collection of individuals working independently, often going in different directions. This book seeks to engage the sales manager in the excitement of building any group of salespeople into a cohesive unit or team; brand new or long established.

A selection of the important information covered in this book is:

• How to conduct successful sales meetings, and get results.
• How to train new salespeople.
• How to train a group and make them into a team.
• How to build a seasoned core of salespeople.
• How to make the entire sales activity into a game played by a team.
• How to resolve conflicts and commission disputes.
• How a manager should function with salespeople individually vs groups.
• Fifty Golden sales management lessons learned over four decades.
• Lessons from the Art of War by Sun Tzu for a sales manager to use.
• How to develop and follow a long range plan and unexpected changes.
• Creating organizational systems and efficiency in a sales office.
• What are good bonus systems, and which ones should be avoided?
• How to guide the group with a common purpose, and leadership.
• How to get a sales team into a magical rhythm of consistent production.

This book was written to be a lighthearted look at some of the daily lessons a sales manager learns, and at the same time offer insight into how to break a salesperson out of their personal comfort zone, and reach new personal heights of success.

The book is also interwoven with comparisons to the activity of sports, as well as the lessons learned about the warmth and spiritual nature of life itself when working to bring out the talents in those you lead. Here is a brief excerpt from the introduction of this book which best describes the magic within its pages.

"I call these lessons ‘learned on the fly’ because the knowledge gained from the experiences connected with them were very much akin to the spirit of the outfielder in baseball running backward at full speed, looking towards the heavens, trying to not lose sight of the ball or fail to notice the sensation of gravel from the warning track under his feet as he knowingly approaches a solid wall.

His focused intention guides him into trying to make the catch to save the game for his team, his city and the harmony of his own moment. Decisions in these situations are made in an instant. One weighs the purpose of the game, the success of the catch and one’s own safety of survival in a fleeting moment, and in all hopes one lives to tell about it in the glow of great success.

Similar factors are in play when one is in the heat of managing others, factoring all the elements, and trying to not lose sight of the greater good, when making hard decisions for the company, the other players, the individual plays in the game and you. Such is the art of sales management."

Finally, this book is not only about sales management, it is about leadership, teamwork and making each experience in life into a 'moment', and learning the lessons from those experiences and moments and thus becoming even better at what you do. It is about creating and experiencing the game of sales as it was me

About the Author

Michael Delaware (1966 - present)is a Phoenix, Arizona native who now resides in Battle Creek, Michigan with his wife Margarita. He also lived in Georgia for 15 years where he worked as a craftsman, artist, salesperson, manager and owner of a Stained and Decorative Glass Door and Window business. Since moving to Michigan in 1999, he became a Realtor. He is a member of the National Association of Realtors, The Council of Residential Specialists, and the Michigan Association of Realtors. He is also an active member of the Battle Creek Area Association of Realtors where he was awarded 'Realtor of the Year' in 2010, and served as Board President in 2011. As an author, he has written several non-fiction eBooks on Real Estate, Sales Management and Small Business Marketing as well as marketing books for artists. He has also written and illustrated one children's eBook and has plans to have more stories released in the future.

Product details

  • Format: Kindle Edition
  • File Size: 1570 KB
  • Print Length: 202 pages
  • Publisher: 'If, And or But' Publishing Company; 1st edition (9 Feb 2013)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B00BE6UL3K
  • Text-to-Speech: Enabled
  • X-Ray:
  • Amazon Bestsellers Rank: #370,468 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Most Helpful Customer Reviews on (beta) 5.0 out of 5 stars  3 reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars A favorite! 19 Feb 2013
By alli04 - Published on
Format:Kindle Edition
I thoroughly enjoyed this book! I found myself laughing out loud at times while reading some of the chapters, especially the one with the monkey drawer story! The author covers basics every manager should know, but what I found special about this book was that it was very spiritual as well. As I was reading along, I really could feel the caring that he had for salespeople and his unique understanding of their daily ups and downs because he has been there. He really addresses the daily struggles a salesperson experiences, and the roller-coaster ride the profession can be for some, with all of its unexpected windfalls. I have been in a managerial position many times over the years, and I have never read a book that put it quite as simple and light as this. This information could be applied to any manager, whether they are in charge of salespeople or not in my opinion. This book is literally a treasure of great ideas, and inspiration. Some of the chapters especially: ‘Forever Tomorrow’ and ‘Life in moments’ really touched my heart. I loved reading this and enjoyed it above and beyond other books I have read on this subject. It is well thought out, easy to read, and very applicable to daily situations. I highly recommend all managers get a copy and read it. If you have ever been in sales, you will find inspiration within its pages that you may not have heard anywhere else. This will quickly become one of your favorites - it has definately become one of mine!
1 of 1 people found the following review helpful
5.0 out of 5 stars Great! 28 Mar 2013
By Amazon Customer - Published on
Format:Kindle Edition|Verified Purchase
This book has caused me to take an exterior view of my business and have new tools and ideas to expand it. I really like how Micheal has taken personal experience and put it on the page to share with and enlighten others.
1 of 1 people found the following review helpful
5.0 out of 5 stars Definitely recommend this if you want to know about sales! 27 Mar 2013
By Timothy J. Jones - Published on
Format:Kindle Edition
This book was a treasure trove of information that I have not seen anywhere else on the subject of sales management! Each chapter offered me new insight into looking at this job. It helped me understand the basics of all the major issues a sales manager faces in the process of managing a team of sales professionals. Any sales manager will run into the situations presented in this book; it really is not a matter of if, but when. Delaware offers insight I have not seen from any other author on this subject line. He begins at a very personal level right in the introduction, and walks a sales manager through the art of sales management keeping it very real and never forgetting the personal touch required to overcome the difficulties and challenges sales people face.

So many other sales management books are all about quotas, hiring producers, etc. This book takes you through the challenge of taking anyone who is simply `willing to sell' and training them as a matter of a routine system and turning them into a producing sales person. The book is such a refreshing and unique viewpoint. It places the role of selling in high volume squarely on the shoulders of the sales manager and how the sales team is managed, and in doing so make it easy.

The chapter on `sales meetings' was worth the entire book. I do not think I have ever seen another book take that thorough of an approach, but it makes perfect sense. It integrates training in sales meetings as a matter of routine and practical function. It does not rely on the commonplace quick `in and out' seminars to train people that are so often suggested, but in a practical system of sales meetings, and one-on-one training done by the sales manager themselves. The author demonstrates for a sales manager how to implement this system without needing a tremendous background themselves.

The chapters on commission disputes, bonus systems, long range planning and organizing were also invaluable. They really go over basics in a way that once again is simple, easy to understand and practical. The philosophical points covered in the chapters `Life in moments' and the '50 Golden Lessons' as well as the chapter on `The Art of War' was also more than just instructional, they were inspiring.

I like the uncomplicated approach the author takes as he covers the material, and how he spoon feeds the lessons he learned to the reader. Overall the book is easy to read, and will make you smile with the anecdotes he gives to illustrates key points along the way. It really is the most brilliant and down to earth book I have come across to date for sales managers. Every serious sales manager should read this. It is not a benign `rah-rah' approach. It is a practical people-oriented approach, and that is what I liked the best about it.
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