If you answered YES then you're most likely facing the same struggle as many other small business owners and entrepreneurs you can successfully manage the rest of the company, but when it comes to the sales team, you feel like your efforts are coming up short. Suzanne Paling, sales management consultant, urges you to stop struggling, and learn what you need to know to start succeeding.
Learn how to:
You're faced with a unique challenge; let this survival guide lead you to success!
Award-Winning Finalist in the Business: Leadership & Management category of the "Best Books 2010" Awards, sponsored by USA Book News
Bronze Medalist in the Coaching and Mentoring category of the fourth annual Axiom Business Book Awards
"Suzanne Paling offers concrete, practical and realistic guidance to all of us entrepreneurs who become sales managers by default. We are not trained for this role and need to do it well to be successful entrepreneurs. This book is chock full of useful suggestions and has helped me as I strive to be the most successful sales manager possible. Thank you Suzanne!"
"Suzanne Paling's easy-to-read style, step-by-step guidance, and numerous checklists, templates, worksheets, and sample letters makes it easy to implement her suggestions in a real world environment. As a CEO who still finds himself an 'Accidental Sales Manager' from time to time, this book really helps when I need to step in and provide some corrective guidance."
"I would recommend this book to any CEO that is having a difficult time understanding why sales are down or falling short of expectations regardless of organizational size. It is an intriguing look into the dynamic and sometimes perplexing personality of successful salespeople from a CEOs viewpoint."
"I've known Suzanne Paling for years and am thrilled that her superb work is finally accessible to all. Suzanne has hit a home run! Having helped countless CEOs who found themselves managing salespeople, Suzanne truly speaks from the perspective of a CEO, using case studies anyone in this position can relate to. The clarity and straightforward actions at the end of
Suzanne has been a faculty member at my CEO Boot Camp since 2004 and always delivers engaging and helpful content to the attendees. This book expands on that content, and I highly recommend it for any owner or CEO who is forced to take over the sales management function. And even experienced sales managers will benefit greatly from her wisdom and experience in setting up sales teams to perform. I am sending the manuscript to a client who can't wait for publication.
Those who are lucky enough to read this book will benefit from the same great advice that I received from Suzanne when I retained her as a consultant. The differences between knowing how to sell and knowing how to manage those who sell is not obvious. Suzanne forced me to focus on what my company really needed, and we ended up with a great sales manager . . .and that person wasn't me!
I love this book.The stories seem true to life and it contains clear actionable examples and forms that we could use. I wish this book had been around when I started Two Step and will recommend it to friends who are hiring their first few sales reps. Thanks Suzanne.
Suzanne Paling knows of which she speaks. She is the principal consultant of Sales Management Services, with more than twenty years of experience in sales consulting, sales management, and sales for both field and inside sales organizations.
Paling founded Sales Management Services in 1998 to provide practical advice to business executives, owners, and entrepreneurs seeking to increase their revenue and improve their sales organization's performance. Sales Management Services' roster of clients includes companies in the software, construction, medical, telecommunications, manufacturing, delivery, and the recruiting industries. For more information on Sales Management Services, visit www.salesmanagementservices.com
A respected voice on the topic of sales, Paling has contributed articles to Mass High Tech, The Boston Business Journal, Women's Business, and Entrepreneur.com discussing a variety of sales topics. She is also the publisher of Sales Management Tips, a monthly newsletter for sales management executives.
Paling appears regularly as a panelist for the Women's Enterprise Initiative (WEI), offering advice to small businesses such as a kitchen cabinetry distributor and a travel agency as well as serving as an instructor at the CEO Boot Camp, a three day instructional seminar for presidents of emerging growth organizations. She makes frequent presentations to local area business groups such as The Mass Technology Leadership Council on the subject of hiring and managing salespeople. She is a former Vice President of Membership and Board member of the Society of Professional Consultants. Suzanne has a B.A. in communications from the University of Missouri.
Learn more about Suzanne Paling!
Listen to an interview with Suzanne on Small Business America
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