The Sales Manager's Success Manual

Thomas is the CEO of a sales management consulting firm whose clients include AT&T, Spring, Nortel, and Novell; he is a previous winner of IBM's Golden Circle Award, the company's highest recognition for sales professionals. He offers sales managers an array of tools and strategies for achieving success as they deal with the challenging circumstances encountered in sales management. The text examines the elements of taking a team to market, including how to identify and address potential problems in that process; explores methods and tools to help sales managers make better decisions and to understand how their sales reps think; and discusses how research findings can be effectively applied in sales management to achieve success. Annotation c2007 Book News, Inc., Portland, OR (booknews.com)

Wayne M. Thomas (Sudbury, MA) is a consultant, speaker, and sales trainer. His clients include AT&T, Sprint, Nortel, and Novell. As a sales rep, he won IBM’s Golden Circle Award, as well as awards at AT&T for building a top-performing sales team.