I have been sales and sales management for over 30 years and found that while some information was old information, I would suggest that everyone could benifit from reading it. The information was well presented and fresh in it application. Overall a good read and well worth the time invested. ( )

While this book is geared for sales-call types, it definitely can be tweaked to work for any salesperson. New concepts aren't really presented but the explanations and scenarios are clear. Too much in the workplace (feedback or, in all honesty, even water cooler chat) is off the cuff. We need to take the time to think through what we are going to say before we say it -- especially if we want to work in a positive environment.

Here are some highlights:

- Deal with facts and not abstracts
- Sales aren't important, profitability is

The highlight for me is found on page 72: the positive-to-negative feedback ratio (you're going to have to read the book to find out what it is!). The book is less than 150 pages but filled with effective techniques for improving the bottom line while nurturing an effective team. Lip service won't help a company survive financial hard times. A concentrated effort is the only thing that will work.

Buy the book. Make a positive difference in your life, your co-worker's lives, and your company's bottom line. ( )

For a relatively thin book (took me only a couple of hours to read), this is full of sensible and easy to implement ideas. Aimed at the American market, it translates well into any workplace scenario. The author posits three basic ideas - belief in your team, accountability and positive feedback.

I would recommend this book to any sales team member, whether manager or not, if you are looking for fresh ways to improve sales. ( )

A practical, research based, guide to effective sales management. The author has three key proposals for increasing the performance of a sales representative. These proposals seem to be well founded in research and are described clearly with practical examples of how they can be implemented by a sales manager. The language and examples are fairly American, but a competent reader would be able to translate the principles. ( )

The book is a clearly written and pretty straightforward read. It presents some good examples and counterexamples and provides some appropriate guidance for today's economy.