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highly recommended |
Covering all the bases 
Thomas covers all the bases in this comprehensive review of what it takes to be a successful sales manager, incorporating principles from the fields of neuroscience, psychology, behavioral economics, and his own sales leadership experiences.
This is a one-stop shop for all sales managers!
Eric Kimble
National Sales Director, Cubist Pharmaceuticals
The Sales Manager's Success Manual
The Sales Manager's Success Manual is the definitive work on sales and sales management for today's sales environment. Wayne Thomas gets it right through well placed vignettes and careful sales and business analysis. Wayne shows how to look deeper and with more precision through the misty veil of activity to get to "what is really happening" and how to deal with it.
Alex Walker,
President & CEO
Anvil Search Group
Excellent Concept
I am a student at Bentley University and found the ideas in this book very clever and easy for the reader to put in play. Congratulations on writing such an excellent book.
A good way to learn about sales management 
This is an enjoyable and easy to read book that opened my eyes to the key role sales management plays in successful companies and the difficulties faced by sales managers. Given the many potential issues that can go wrong, it is no wonder that the average tenure of sales managers is only a year.
The book is full of personal examples and interesting results from recent studies. Although I do not work in sales, the book provides many insights into management and work issues that I face. For example, the discussion in Chapters 3 and 4 on how to test the facts to determine when to spend money and time on a potential new project is extremely relevant to selecting new research directions and looking for external funding. Chapter 14 provides a graphical illustration that gathering more information when making decisions can sometimes be counter productive and the dysfunctional models of managers in Chapter 18 can probably be found at many companies.
I recommend this book to people like me who want to learn about issues faced by sales managers and to current sales managers looking for insight into management principles.
Great sales manager "go-to" resource!
There are tons of books out there that are "go-to" resources for sales people who want to improve their skills and be more effective. There exist few, if any, quality "go-to" resources for sales managers that can provide them with the insights and answers to better do their jobs. Wayne Thomas' book, "The Sales Managers Success Manual", should be a must read for all those who ascend to the ranks of sales leadership. It anchors a ready spot in my office where I refer to it as I need. It shares head room with my copy of Napoleon Hill's "Law of Success" that gets re-read and referred to often.
reviews: page 1, 2, 3
Today?s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager?s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job. Covering fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition, the book shows readers how to: * hire the best sales force * foresee potential surprises * help reps make better decisions * save time and resources * target accurately for better results * work with the CEO and the rest of the company Packed with savvy advice, enlightening case studies, and no-nonsense know-how, The Sales Manager?s Success Manual is a one-of-a-kind book no sales manager should be without.
Best List of Sales Presentation Books
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