“David Brock moves all the BS voodoo, glory stories, artistic behavior and perceptions away from Sales just to leave it what it really makes it successful, Hard work and Discipline, methodologies based on a Pragmatic conceptual framework and leadership skills to make it One of the Most rewarding assignments in business. This is a Must read for everyone in Corporate life WHO believes skilled Sales manager make a difference and skills can be trained/coached and amplified by the right processes.” Wolrad Claudy, Chief Commercial Officer and Executive Board Director, Aria Networks
“Anything Dave writes in the areas of sales and sales management is must read material. If you ever have the chance to meet and get to know Dave as I have, you’ll realize he brings an exceptional combination of experience, insights, sense of humor, frankness and compassion that makes his advice so sought after and invaluable. Don’t let the experience part fool you either – Dave is as progressive a thinker in our field as anyone I know. He has now captured a career’s worth of insights about sales management and distilled into a framework for you. I promise you’ll enjoy this book. I promise it will help make you a better sales manager. And hey, your boss is going to ask you about it soon anyway.” Pat O’Brien, Vice President of Sales, Leadspace
“Front line Sales management has been, repeatedly, defined as the KEY position in any firm which generates the Profitability. If you’ve not got Sales Management right, then you will not be profitable, for long! Dave Brock’s book covers the THREE aspects: Manager, Leader and Coach. He offers frameworks, models and guidance that will initiate the New Sales Manager, and allow the established Sales Manager to “review and update” their game. The book is written from experience by a sceptical pragmatist, if it doesn’t work, it’s not in the book! If it’s in the book, then Dave Brock knows it works.” Brian MacIver, BMAC Sales Consultants
“Dave is the wise, deeply experienced, and highly motivating coach you always wished you had. Now you do. Every page is packed with practical and specific advice to those entrusted with the critical role of front line sales manager. Whether you’re newly minted, or a veteran yourself, I promise that you’ll be smarter, better equipped, and more energized after spending some time with this pro among pros.” Richard Bravman, Principal, Coastal Ventures and former CEO and Vice Chairman, Symbol Technologies
This is really a very insightful look at all the practical things a manager will have to handle, but I love the really thoughtful way you have also included bigger picture contemplations about the people, the personalities, the psychology….I took a lot of notes and one of them is that you see the forest and the trees, but you plant and arrange the trees into an orderly forest so that the reader can have the big picture and a map to explore the forest. Your reflections provide rest stops, but then we are off again on the learning path. That’s a knack, my friend. Alyson Button Stone, Freshdesk Marketing Team
“A mentor once told me that nothing happens till somebody sells something. As a young sales person trying to figure out how to actually sell something, I took that to heart and over the years have seen firsthand the jobs that were created and lives positively affected by effective sales people and teams. Overtime, I learned to appreciate the role of the front line manager in developing and leading those high performing teams. In his book Dave lays out the roadmap for anyone with the desire and perseverance to lead sales teams on the front line. The lessons are there for the taking, all you have to do is read and apply…over and over again!” David Northington, Chairman and CEO, Cloud Sherpas
“There are two kinds of business books: data books, and wisdom books. They each have their place. David has an absolutely unparalleled amount of experience, and could have written either, but let’s be clear – this is a wisdom book. The Sales Manager Survival Guide does not give you The Answer (not that there’s anything wrong with that); instead, it makes sure you’re asking the Right Question. If you could hire the wisest, most experienced sales expert to spend hours and hours with you – focused on your role as a sales manager – wouldn’t you be tempted? And now, for the price of a book, you can get just that. Treat this book like a trusted advisor. Go to it when you need perspective, a challenge, the occasional assurance. Each time you do, you’ll come back a little wiser for it.” Charles H. Green, CEO, Trusted Advisor Associates, Author Trust Based Selling, Co-Author The Trusted Advisor
“Who among us hasn’t benefited from a teacher, coach or mentor? What made them so special wasn’t that they provided the easy answers; their gift was a framework for problem solving. This is what Dave has provided here, a masterful framework from which sales managers can benefit from his years of experience and wonderful counseling manner.” Sean Harrigan, Retired President, CEO, B&B Electronics, Nexergy, SVP of Sales, Laird Technologies
“In the early days building Dassault Systemes to be the world leader in CAD, CAM, CAE (now called PLM) ; it became clear that focused sales efforts were critical to our success. We also learned, the quality of the results produced by sales was through inspired sales leadership and sales management. As Dassault grew, strong sales leaders were critical to our success with customers. Dave provided great leadership in helping us grow. Now he’s produced a practical guide to share his experience.” Francis Bernard, Retired Founder and CEO Dassault Systemes, Director and Board Member, Various Start-Ups.
“This is THE Go-To resource for all sales managers!” Mike Weinberg, Author of Sales Management Simplified and New Sales Simplified, CEO of New Sales Coach
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