The High-Impact Sales Manager: A No-Nonsense, Practical Guide to Improve Your Team's Sales Performance Paperback – May 15, 2016

Exceptional. A must-read, foundational text for any and all sales managers.

As an attorney who unexpectedly found himself managing sales staff, I was extremely pleased with the clear and comprehensive content on how to manage and build sales growth. The narrative was very well written with detailed, useable strategies to improve communication, set and meet goals, and build a more robust framework. Even for a novice sales professional, I found the content to be practicable and immediately deployable. I highly recommend.

This is a very focused and well written read on recruiting, managing, coaching and inspiring any sales team for maximum success. I plan to ensure that all of my sales team members read it.

Newly appointed sales managers are usually confused and indeed lost.They know targets and how to personally meet them, but they do not how to meet targets using other people skills and capabilities. They do not grasp the domain of the new job and how to diagnose problems, come up with solutions, and then sell them to others so they perform and produce results.I would ask any new sales manager to read this valuable guide.

An OK book.This book is for very new sales managers, or leaders of smaller companies who have to play the role of sales manager in addition to other roles.If you're well-read and knowledgeable in the realm of sales, you won't find a lot in this book. I found myself flipping through the pages pretty quickly.The chapters are short and no-nonsense. For example, chapter 1 is three pages long.The book does cover every facet of management from a very, very high level. So if that's what you need, this is your book. And perhaps that's my biggest beef with this book. It bills itself as a way to improve your sales team's performance. But it's really a 101 course on sales management.

Great guide - a must read for any sales manager who wants to make a difference

I am a high school senior who has been involved in the marketing club DECA, and I plan on studying business and eventually going into a sales or marketing field.I found The High-Impact Sales Manager to be extremely helpful for planning my future in many aspects. The book gave tips on how to be an effective manager and detailed insight on sales, which is helpful in obvious ways, but it also gave tips on picking and managing employees. It helped me to understand management and how to work towards being the kind of employee that a successful manager would want to hire. The book also displays immense knowledge in sales by the writers, with tips on how to make sales more successful, and how to balance gaps and gains. The chapter on coaching your team is also very effective in its tips on how to help your sales team flourish and knowing when to and when not to coach. The book gave great Intel on how to be an effective leader and also how to be effectively led.The High-Impact Sales Manager gives great in depth tips on sales yet still manages to be an easy read. I would highly recommend reading this book to people who have plans to be in the sales field because it prepares you for a career in sales and gives tips that could be helpful to building a path to that career.

I've known Ray for several years and have gotten to know Norman and David in the last few years. I was an advisor of sorts with Ray so that makes me both a little biased, but more importantly, put me close enough to their work to know them and Sales Readiness Group and the leadership team well. The first thing I want to know before I read a book is WHO wrote it so I can speak directly to the high quality of the people. As I've worked with Ray over the last few years and the idea for a book first started percolating, it really struck me as an obviously very good idea because they were already generating great content....... Not in a research project or a pilot project or some artificial setting, but they were generating all that content real-time in running and building their business. So what you get in The High Impact Sales Manager is grounded, smart, real-time thinking that incorporates not only their successes but accounts for mistakes they've made along the way too. You get the benefit of their knowledge so you can avoid the same mistakes and instead follow a proven, successful roadmap. These guys are not "authors," they are sales-people and it really shows. If you are in the sales business (and really, who isn't?) this should be a MUST-read