 2008 Sales Book Awards Nominee. Sales expert, Lee B. Salz, found a disturbing trend in business, the chasm that exists between salespeople and their sales managers. This gap is caused by the belief that great salespeople can be hired and will be successful without any company-provided support systems or structure. At the other end of the spectrum, these same companies promote salespeople to sales managers and provide little to no training for this new role. Most sales managers are not equipped to build a successful, scalable sales organization thus creating this sales chasm.
Businesses lose millions of dollars in unrecognized revenue resulting from this flawed approach. Companies have left salespeople to their own devices to figure out success. However, salespeople must have support systems provided by the company in order to meet their true potential, but most sales managers are not equipped or trained to provide this critical framework. As a result, most sales people under-perform, get frustrated, and leave their employer creating high turnover costs and lost revenue.
Salz's newly released book, Soar Despite Your Dodo Sales Manager, tackles this issue head-on. After fifteen years of helping companies bridge the gap as a sales management executive, Lee desired to share his success secrets for all business to benefit. He bridges the gap between salespeople and their managers. This book provides sales people with both an energy boost and tool kit. It empowers salespeople and provides structure, guidance and support for them so they can create their own sales system which he refers to as Sales Architecture®.
Told in a mentoring style, the book provides focus to an entire sales organization, helping them become self-sufficient and enabling them to perform at levels they never thought possible. To complete the bridge, the sales managers are provided with a system they can easily reinforce with their teams. The dodo reference is to the bird that became extinct due to its inability to adapt to its environment. Without bridging this gap, salespeople and sales managers run the same risk of extinction.
"I've read dozens and dozens of books on effective selling. I've attended numerous sales training programs. What Lee Salz has done is take the best ideas related to effective selling, combined them with new and creative techniques, and using his own extensive experience, crafted an exceptional book that is a must read for anyone in sales. Sales Dodo will have you looking at the selling process in a new way, whether you are a salesperson or someone who manages salespeople. My only question is...Lee, where were you 20 years ago when I started my career? If I had read your book then, I would have eliminated a ton of mistakes and my income would have been a lot higher!"
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Sam Richter, Author of Take the Cold Out of Cold Calling |
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