"Sales Management: What it's really all about" is the first in a series of nine short books*, each of which explores a different part of this challenging role. Other titles consider specific areas, and do so in some depth - for example "Sales Management: Field Based Coaching", which is book No.4 in the series. Even though each of the books can be read in isolation and in any order, this is arguably the one to read first, since it considers what 'Sales Management' means and what the focus of the Sales Manager should really be. For those new to the role, the book provides the fundamental know-how that drives success, whilst for the more experienced Sales Manager the challenge is to ensure you are indeed investing time and effort in the activities that the book highlights as important.
The book is written in a straight-forward and engaging style, and is brought to life by the inclusion of two Case Studies of organisations which have successfully applied the principles discussed.
"Refreshing, inspirational, and a reminder of the core principles of Sales Management! This advice has made a huge difference to sales and my business!"
Harry Girvan, Chief Executive Officer, Simplicity Group.
"An engaging read - holds your attention and provides lots of reminders of what's important in achieving quality results through others. This book provides the sales management structure and know-how to support newly appointed leaders, and for those with established experience provides a welcome refresher about the key things that drive high performance."
Tony Fulton, Area Director, HSBC Commercial Banking
"In the genre of business books, there are some opinion-based books with entertaining anecdotes and academic textbooks that are based on empirical research, but can be difficult to digest. Tim's style lies in-between - a conversational approach to established models and illustrative cases, with key points emphasized. It is accessible, and we all need information that's easy to access."
Dr Beth Rogers, Sales education pioneer at Portsmouth University Business School and author of "Rethinking Sales Management".
About the Author: Tim Royds has been a sales professional all his working life, and has enjoyed roles in front-line sales, sales management, sales training and field based coaching. Since 2001, Tim has run his own B2B focused sales consultancy and sales training business, and has has now facilitated development events in 31 different countries attended by delegates of 97 different nationalities. Tim has a passion for professional sales excellence - so has chaired the UK Sales Training Association (now Sales Performance Association), sat on the steering Group of the Marketing and Sales Standards Setting Body (MSSSB) which developed the UK National Occupational Standards in Sales, and is a Fellow of both the Institute of Sales Management and the Chartered Institute of Marketing. Tim's knowledge, practical experience, and passion for professional sales excellence are the key drivers behind the "Sales Management: " series.
