"We at GE have tested these principles and we’re believers. Ideas from this book have helped us create growth and much improved customer connections." - Mark Vachon, Corporate Officer, GE
"We think so much about salespeople and the VP of Sales that we forget about the critical importance of having the right sales managers. This book covers new territory in a fresh way to galvanize companies into building the best possible sales management team." - Philip Kotler, S.C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University
"A good first-line sales manager is worth ten good salespeople, so a team of winning sales managers gives you an unbeatable competitive advantage. Using practical examples, sound theory, and proven sales force wisdom, this book shows you how to develop that winning team."
- Neil Rackham, Executive Professor of Professional Selling, University of Cincinnati. Bestselling author of SPIN Selling and Rethinking the Sales Force
"First-line sales managers (FLMs) have the most important role in the sales organization, functioning as the critical intermediary link between the executives who set company strategy and the salespeople who carry it out. This book helps you get the most out of the FLM as the critical driver of sales force productivity." - James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University