RETAILOBSERVER.COM SEPTEMBER 2023
14
T
he jump from sales superstar to sales manager has made –
or broken – many a sales career.
As a top-performing sales professional, you know how to
own your calendar, focus your energy, create opportunities, navigate
the sales process, negotiate, and close deals. Yet if you are like most
new sales managers, there is still so much you don't know, and that
can trip you up if you aren't careful.
Luckily, Mike Weinberg knows the pitfalls to avoid and the mindset
changes you need to make the leap successfully. This powerful new
resource offers candid guidance on how to master your expanded
responsibilities like a pro:
• Know Your Role. You've been entrusted with the most critical job in
your business.
• Cultivate the Manager Mindset. Your new role is very different from
your old role – and requires an all-new mindset.
• Pivot from Winning on Your Own to Winning through Your People.
Master the major transition from individual contributor to manager.
• Lead Your Team. Bad things happen when you attempt to do your
people's jobs. It's a habit many new sales managers fall into, but it's
a lose-lose proposition. Learn how to lead, coach, and hold your
salespeople accountable, instead of falling into the unsustainable
and unscalable approach of trying to do their jobs for them!
• Be a Leader. Learn proven strategies to influence and engage. (Hint:
this cannot be accomplished via email.)
Don't let your promotion become a trial by fire. Turn to this book to
hit the ground running.
B O O K R E V I E W
FIRST TIME MANAGER: SALES
Author: Mike Weinberg loves sales! A consultant, coach, speaker, and bestselling author, his specialties are
new business development and sales management, and he's on a mission to simplify sales and create
high-performance salespeople and sales teams. Mike is known for his practical approach, and for calling it
like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of
dollars, and he has spoken and consulted on five continents.
Publisher: HarperCollins Leadership
RO
