Great to skim through and get ideas for territory planning and for doing interview 90 day plans. But looking very dated now as appears to only use data from the late 80s. Would be of slightly more value to the horizontally focussed salesperson, less use to industry specific sales folk.
This book goes into great analytical detail for those people really wanting to get into a Sales Management role. It covers all aspects of managing yourself and also gives an insight to the BIGGER PICTURE of a company. The book advises on everything you need to know and do to succeed on the management ladder either in sales or marketing. Each chapter explains in detail its relevant subject with example worksheets/formats. The marketing section was of particular interest. Although some of you may already be conversant with the subjects of this book, either by your experience or through training courses, it is amazing how much you forget. Food for thought: Could you manage someone like you? Overall view of book : Well worth the money.