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Title: Insightful and practical !
Review: "Good sales people don't always make good sales managers."This book explains the differences between the two professions very, very well!Main points of focus:- creating a sales culture (job #1 of the sales manager)- managing the process (coaching, territory and other planning,..)- spending 80% of your 'people' time on A-players (or:25% of your day)- hiring, firing and rewarding- creating alignment with rest of companyThis is an insightful book and must-read for all sales people who moved to a management role, or are thinking about making the switch.
