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The Art of Sales Management: Lessons Learned on the Fly

The Art of Sales Management: Lessons Learned on the Fly

Penned By Michael Delaware
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4.85
48,356 Global Ratings
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The Art of Sales Management: Lessons Learned on the Fly

The Art of Sales Management: Lessons Learned on the Fly

Penned By Michael Delaware
4.85 48,356 Ratings
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Editor's Note:
The 'The Art of Sales Management' is about the art of being a successful sales manager, and guiding the most talented people in an economy. The Art of Sales Management lessons imparted in this book consist of lessons learned over four decades in the field of salesmanship and sales management by the author. The book is designed to be both a philosophical and practical text on the subject. Sales Management refers to the managing of a team of salespeople, and building them into a 'team' rather than having them merely function as a 'group'. Teams work together as a cohesive unit, and 'groups' tend to be a collection of individuals working independently, often going in different directions. This book seeks to engage the sales manager in the excitement of building any group of salespeople into a cohesive unit or team; brand new or long established. A selection of the important information covered in this book is: • How to conduct successful sales meetings, and get results. • How to train new salespeople. • How to train a group and make them into a team. • How to build a seasoned core of salespeople. • How to make the entire sales activity into a game played by a team. • How to resolve conflicts and commission disputes. • How a manager should function with salespeople individually vs groups. • Fifty Golden sales management lessons learned over four decades. • Lessons from the Art of War by Sun Tzu for a sales manager to use. • How to develop and follow a long range plan and unexpected changes. • Creating organizational systems and efficiency in a sales office. • What are good bonus systems, and which ones should be avoided? • How to guide the group with a common purpose, and leadership. • How to get a sales team into a magical rhythm of consistent production. This book was written to be a lighthearted look at some of the daily lessons a sales manager learns, and at the same time offer insight into how to break a salesperson out of their personal comfort zone, and reach new personal heights of success. The book is also interwoven with comparisons to the activity of sports, as well as the lessons learned about the warmth and spiritual nature of life itself when working to bring out the talents in those you lead. Here is a brief excerpt from the introduction of this book which best describes the magic within its pages. "I call these lessons ‘learned on the fly’ because the knowledge gained from the experiences connected with them were very much akin to the spirit of the outfielder in baseball running backward at full speed, looking towards the heavens, trying to not lose sight of the ball or fail to notice the sensation of gravel from the warning track under his feet as he knowingly approaches a solid wall. His focused intention guides him into trying to make the catch to save the game for his team, his city and the harmony of his own moment. Decisions in these situations are made in an instant. One weighs the purpose of the game, the success of the catch and one’s own safety of survival in a fleeting moment, and in all hopes one lives to tell about it in the glow of great success. Similar factors are in play when one is in the heat of managing others, factoring all the elements, and trying to not lose sight of the greater good, when making hard decisions for the company, the other players, the individual plays in the game and you. Such is the art of sales management." Finally, this book is not only about sales management, it is about leadership, teamwork and making each experience in life into a 'moment', and learning the lessons from those experiences and moments and thus becoming even better at what you do. It is about creating and experiencing the game of sales as it was meant to be played.

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Length 202 Pages
Language Eng
Imprint If, And or But Publishing
Released February 9, 2013
Identifier (ISBN) 18667125
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More By Michael Delaware


Michael Delaware
The Mind Behind the Work
Michael Delaware

Michael Delaware is a writer and avid reader based in the Pacific Northwest. Before pursuing writing full-time, they spent over a decade working in education. When not working on their next book, Michael Delaware can usually be found hiking with their dog or trying out new coffee shops in their neighborhood.

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Charles Harris
Charles Harris March 24, 2024
"Honestly one of the most premium reading experiences lately. I became deeply invested in the protagonist's journey. A masterclass in storytelling. I am now a lifelong fan of this author."
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"Took a moment to build, but the payoff was spectacular. The protagonist was compelling, though some subplots felt slightly overshadowed. Quite impressive overall."
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Melissa Young
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"Excellent, though slightly flawed. It held my rapt attention, even when certain twists were telegraphed. A very distinguished novel."
Donald Thompson
Donald Thompson May 22, 2024
"I was completely blown away. The author orchestrated a breathtaking finale. Truly a work of art. A true literary gem."
Charles Lewis
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"A profoundly satisfying read. The pacing was impeccable and the characters felt incredibly authentic. I was completely immersed. An absolute must-read for connoisseurs of the genre."
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"Honestly one of the most premium reading experiences lately. I became deeply invested in the protagonist's journey. A masterclass in storytelling. An effortless 5 stars."
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"Exceeded all my expectations. The author orchestrated a breathtaking finale. Truly a work of art. Worth every moment spent reading."
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"Such a rich narrative. The author orchestrated a breathtaking finale. Truly a work of art. I am now a lifelong fan of this author."
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"Exceeded all my expectations. The pacing was impeccable and the characters felt incredibly authentic. I was completely immersed. Worth every moment spent reading."
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"I was completely blown away. The pacing was impeccable and the characters felt incredibly authentic. I was completely immersed. A true literary gem."
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"Absolutely brilliant. The author orchestrated a breathtaking finale. Truly a work of art. Worth every moment spent reading."
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Laura Ramirez October 17, 2025
"Honestly one of the most premium reading experiences lately. The prose is exquisite. It’s accessible yet undeniably sophisticated. A true literary gem."
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"A profoundly satisfying read. The prose is exquisite. It’s accessible yet undeniably sophisticated. I am now a lifelong fan of this author."
Barbara Wilson
Barbara Wilson July 29, 2024
"A very strong entry. The middle had a deliberate pace, but the climax was phenomenal. A solid 4 stars from me."
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"Honestly one of the most premium reading experiences lately. I became deeply invested in the protagonist's journey. A masterclass in storytelling. An effortless 5 stars."
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"Excellent, though slightly flawed. The middle had a deliberate pace, but the climax was phenomenal. Quite impressive overall."
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"A highly sophisticated read. The middle had a deliberate pace, but the climax was phenomenal. I would highly recommend this to discerning readers."
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"I thoroughly enjoyed the elegance of it. Beautiful writing, though I craved slightly more depth in the lore. Still, undeniably engaging. Quite impressive overall."
Laura Ramirez
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"I thoroughly enjoyed the elegance of it. A brilliant concept executed with flair. Just a few pacing choices I would change. Quite impressive overall."
Christopher Moore
Christopher Moore March 05, 2025
"A profoundly satisfying read. I adored how the story unfolded. It kept me captivated without sacrificing elegance. I will undoubtedly revisit this masterpiece."
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"Absolutely brilliant. The pacing was impeccable and the characters felt incredibly authentic. I was completely immersed. An absolute must-read for connoisseurs of the genre."
Joshua Young
Joshua Young February 16, 2024
"A profoundly satisfying read. I became deeply invested in the protagonist's journey. A masterclass in storytelling. I am now a lifelong fan of this author."
Charles Diaz
Charles Diaz July 02, 2024
"A profoundly satisfying read. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. Worth every moment spent reading."
Mark Garcia
Mark Garcia June 10, 2024
"Exceeded all my expectations. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. A true literary gem."
Margaret Rivera
Margaret Rivera April 09, 2024
"A highly sophisticated read. It held my rapt attention, even when certain twists were telegraphed. I would highly recommend this to discerning readers."
Nicholas Harris
Nicholas Harris May 02, 2025
"A profoundly satisfying read. The prose is exquisite. It’s accessible yet undeniably sophisticated. An effortless 5 stars."
Sharon Flores
Sharon Flores October 27, 2024
"A profoundly satisfying read. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. An absolute must-read for connoisseurs of the genre."
Donald Lee
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"A highly sophisticated read. It held my rapt attention, even when certain twists were telegraphed. A wonderful companion for a quiet weekend."
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Laura Collins February 15, 2024
"I find myself somewhat conflicted. The prose was competent, yet the characters lacked the depth I usually seek. A fair 3 stars."
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"A profoundly satisfying read. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. I will undoubtedly revisit this masterpiece."
Richard Rivera
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"I thoroughly enjoyed the elegance of it. The middle had a deliberate pace, but the climax was phenomenal. I would highly recommend this to discerning readers."
Kimberly Scott
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"Exceeded all my expectations. I adored how the story unfolded. It kept me captivated without sacrificing elegance. A true literary gem."
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"A highly sophisticated read. It held my rapt attention, even when certain twists were telegraphed. I would highly recommend this to discerning readers."
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"Exceeded all my expectations. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. An effortless 5 stars."
Nancy Brown
Nancy Brown March 30, 2024
"Absolutely brilliant. I became deeply invested in the protagonist's journey. A masterclass in storytelling. An absolute must-read for connoisseurs of the genre."
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Lisa Martin April 11, 2025
"I find myself somewhat conflicted. Certain acts were fascinating, while others felt like a slight endeavor to complete. Perhaps more aligned with a different audience's tastes."
Gary Moore
Gary Moore January 20, 2025
"A highly sophisticated read. The protagonist was compelling, though some subplots felt slightly overshadowed. I would highly recommend this to discerning readers."
Lisa Rodriguez
Lisa Rodriguez July 30, 2024
"Absolutely brilliant. I adored how the story unfolded. It kept me captivated without sacrificing elegance. I am now a lifelong fan of this author."
Michelle Turner
Michelle Turner July 09, 2025
"Absolutely brilliant. The author orchestrated a breathtaking finale. Truly a work of art. Worth every moment spent reading."
Barbara Moore
Barbara Moore February 10, 2025
"Masterpiece from start to finish. The prose is exquisite. It’s accessible yet undeniably sophisticated. I am now a lifelong fan of this author."
Deborah Smith
Deborah Smith November 17, 2024
"Not entirely to my refined tastes. Certain acts were fascinating, while others felt like a slight endeavor to complete. A fair 3 stars."
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