THE BOOK
This book is written primarily for rising Sales Managers. I’m speaking of first-line Sales Managers, such as district managers who manage a sales force selling directly to the end customer. These sales managers usually manage a team of five to ten sales reps depending on their industry and territory, and depending on the complexity of what they’re selling. That also means small business owners who actually become first line sales managers “by default” when they start growing and scaling their business as they hire reps into their company. This book is also meant for sales organizations that sell indirectly to the end customer. For instance, if you manage an organization of channel reps who sell through dealers, value-added resellers or distributors, this book will help channel reps because they somehow play a role similar to that of a sales manager; they do not manage their number directly, but they manage the people who must make the number. They face the same challenges that most district managers face: being responsible for their reps’ success. Last, but not least, this book is also meant for sales managers’ managers: whether you are an Area Manager, a vP of sales or the CEO of a smaller organization, you directly manage your sales managers. you might be doing partial sales management yourself. This book is also meant to help you manage yourself and coach your sales managers to success.
Leading Sales People is one of the TOUGHEST JOBS on the Planet.
I actually like to compare it to the job of a LION TAMER…
Well, GUESS WHAT? Over the last 15 years I have worked exclusively with Front Line Sales Managers in many different industries and with tons of different sales methodologies, and I created
THE FIRST FRONT LINE SALES MANAGER METHODOLOGY EVER!
which FINALLY REVEALS in LESS than 100 pages how SIMPLE the JOB of a LION TAMER CAN ACTUALLY BE
When I was a Sales Productivity Manager at EMC I understood what the TOP FLSMs were doing and why ”the others” could not do it. For the last 5 years in my business I have reverse engineered the best and the worst practices of TOP (and worst…) sales managers & business owners and I have developed a recipe for success . I call it 1+1+1=4!® : it means that you can significantly overachieve the sales forecast of your reps, once you know how to “tame” them the right way.
Philippe has done an outstanding job creating a road map to becoming a winning sales manager, and to developing a winning sales organization. He shows you the clear path to success, and is one of the best sales development experts today. —Timothy C. Flanagan Jr., VP Sales Charlotte – General Agent Mass Mutual
Philippe hits one of the most critical areas affecting business today…sales management. 
Companies think they can promote a top seller into sales and exponentially grow revenue. Not true! This is a job change and Philippe does a fantastic job on zeroing in on the issues plaguing sales managers today. If you are in sales management, grab a copy of this book and take your game to the next level. —Lee B. Salz, President of Sales Architects, CEO of Business Expert Webinars, and author of the award winning widely-acclaimed book, “Soar Despite Your Dodo Sales Manager”
Philippe Le Baron – Author
