My second book has the working title of Managing The Sales Process, and is written as the managers companion to my first book Mastering Your Sales Process.

Mastering Your Sales Process, the first book, is designed as a written workshop to guide a salesperson or a sales manager in the development of a metrics based, efficient and effective sales process designed for the individual salesperson or the management of a group of individual salespeople.

Managing The Sales Process, the second book, is directed squarely at those who manage sales people or sales organizations.  The book has three sections which address:

• The right skills and attributes to look for in a successful salesperson and to avoid in a salesperson who is most likely destined to struggle
• The right activities for a successful salesperson (the sales process) and how to quantify, measure and manage salespeople using the framework of a well developed and deployed sales process
• The right way for managers to take action on the data and information gathered from the systematic application of the sales process

The book concludes with the observation that Pareto doesn’t need to be right - if you manage for growth using the principles in the book, then you can do much better than having one-out-of-five salespeople carry the rest, and your sales culture can be one of spirited growth rather than the mediocrity that the 80/20 rules implies that we must accept.

Managing The Sales Process - or whatever it will ultimately be called - will be available in the first quarter of 2012.  Please click here to be notified when the book is available or to take advantage of the free chapter promotion that will coincide with the release of the book.