A friend of mine was recently promoted to sales management within this company.  He asked me what suggestions I had to help him be successful.  I shared the following book recommendations and general sales management principles with him:

Book Recommendations:

1)       Topgrading by Brad Smart

2)       Leading at a Higher Level by Ken Blanchard

3)     Don’t Fire Them, Fire Them Up by Frank Pacetta

4)      Who by Geoff Smart

5)       Coaching Salespeople Into Sales Champions by Keith Rosen

6)       First Break All the Rules by Marcus Buckingham

7)       The 21 Irrefutable Laws of Leadership by John Maxwell

 Sales Management Principles for Success:

1)       Set clear expectations, in writing, with your sales people

2)       Provide regular written and verbal feedback on how they are doing

3)       Give them special projects or tasks to lead

4)       Constantly praise them for their efforts and let upper management know when they do a good job

5)       Learn how to listen better and solve their problems

6)       Don’t ask them to do anything you are not willing to do

7)       Creatively show them you value and appreciate their work (handwritten notes, plaques, letter to  spouse, etc.)

8)     Make yourself available all the time and have open/honest communication with them

9)       Keep them informed about what the company is working on and where it is going

10)     Share your vision and help your reps understand how they are a part of the success of it

11)     Control team negativity

12)     Fire low performers

13)     Empower your team members to say yes

14)     Lead by example

Hopefully these suggestions help you become a more effective sales manager!