This is a Sales Manager's survival guide!

Managing salespeople is very hard. Contrary to conventional wisdom, being a successful salesperson has very little to do with being a successful sales manager. Too many organizations put good salespeople in management roles with little preparation, and then they wonder why the failure rate for new sales managers is so high. ProActive Sales Management is an indispensable guide for any professional sales manager, from the newest to the most seasoned. This is a practical, actionable blueprint for building and managing a winning sales organization.

The core of ProActive Sales Management is a set of tools that can be immediately applied to a variety of sales management challenges, regardless of size of sales force, type of industry, or even geographic region. Our own organization has successfully applied these methods in the US, Europe, Asia, Canada and Latin America.

The key strength of this book is its common-sense approach. This is not about dogma or ideology, as so many sales and sales management books are. This is about getting the job done, and doing it well. If you manage salespeople, or if you aspire to being a sales manager, you must read this book!

- Donald Best, Senior VP
WW Sales

Miller nails this one...an MBA in Sales Management!

Miller is right, "if you're going to fail...fail fast." I agree, in the early stages you have to establish a clear sales culture predicated upon success...this book should be every sales manager's handbook for success. As a Sales Director for a Fortune 50 company, I appreciate the tools we now have to manage "time and people." This book gives you all the tools to hire and maintain talented sales people, grow your top-line and eliminate those "C" reps. ProActive Sales Management is required reading for my sales managers!

- Jimmy Neil
Seattle, WA

Brilliant in its simplicity!

Read this book twice. It is brilliant in its simplicity, yet deep in content. Whether you are a veteran sales manager, or new to the world of driving revenue through others, you will be taking notes and developing action plans for your sales organization.

ProActive Sales Management is the most effective, easy to implement structured approach I have seen yet. I would also buy this book for all your strong sales people. They'll gain valuable insight into what skills they need to succeed as an individual contributor, and you'll be developing your next manager as part of your succession plan.

- Jim Zahka, Vice President of Sales
Knowledge Impact, Inc.

More "tools" than Home Depot!

I always thought that all my years of sales success would transfer to my job as a sales manager -— well, it has been a 2 year roller coaster ride. Until, I read skip's book... my game plan was to manage the people the way I used to sell, however, ProActive Sales Management showed me that you must "Manage the process, not just the People!" I love the fact that Mr. Miller uses "tools" in his book, so this way I am able to pick and choose the right tool for any given situation. Sales have been climbing since we started implementing these metrics and we are not looking back!

This is it!!!

Sales Managers unite. It is time to really get down and dirty and really do the job we are meant to do...getting things done through others and create leverage. Miller gives us the tools in an easy to understand yet powerful format. How to take a players higher, how to measure success, how to make our job more effective, coaching, mentoring, motivation...it's all there. One of the best sales management tools I have ever read. I take the book with me on trips, and it is in hardback!

This book provides the rocket fuel for the little engine that could!

Many sales managers believe that they are ahead of the game and they will resist the lessons in this book. They assume that they are the sales locomotive that pulls the entire train. Unfortunately, these managers ignore the fact that there is a second engine at the back of the train, pushing hard. That second engine is a hot and eager market. When that second engine stops pushing, the sales manager will stall out. Skip Miller's book makes us painfully aware of our sales management and leadership blind spots. I particularly liked Skip's approach to hiring, coaching and developing a winning sales culture. His 10-minute/week reporting process will save you a lot of time while increasing results. I recommend this book to every sales manager who wants to reach a higher level of professional success.

- Gerhard Gschwandter
Founder and Publisher, Selling Power

BUY IT!!!!

This book is the sales manager's bible and is full of practical and innovative approaches to "managing" salespeople. I had the chance to meet Skip in one of his seminars and this book is the next best thing to seeing this guy in action!!!..........If you are striving to get your salespeople and yourself to the next level.... ProActive Sales Management is a MUST READ!

- Scott Petersen
Vienna VA

He Nails It!

I attended and AMA class in Chicago several years ago on Sales Management that Skip taught. This book is the complete how to and how not to guide for any Sales Manager. The ideas taught in his class and in this book enabled me to lead my sales team from worst to first and keep them there! This is packed with a ton of easy to understand and easy to implement tactics to lead you to new levels of success. This is a must read for any sales manger who is not satisfied with the status quo of his teams performance.

- Bob Gilot
St. Peters, MO