Book Information
Award-winning author Mike Carroll’s next book, The
Execution Gap – A Practical Guide for Successful Sales
Managers, will be published later this year. Here is a
brief excerpt from the introduction.
The Execution Gap
A Practical Guide for Successful Sales Managers
by Mike Carroll
Sales Force Development Expert and
President of Intelligent Conversations
Introduction
There are thousands of sales books on the market, so
why buy this one? You already know what needs to happen
to improve your company’s sales, so why buy another
book? One simple reason – there is a huge difference
between knowing what to do and actually doing it. That
is The Execution Gap. And closing it represents the
single largest opportunity available to sales
organizations today.
This book isn’t about new sales concepts or tactics.
Reading it will not give you fresh insight into how to
get past gatekeepers, overcome objections, or ask better
questions. Rather it’s about applying a disciplined and
systematic approach to doing what you already know needs
to be done to achieve sales success. And the focus is on
the primary leverage point in every sales organization –
sales managers.
Why do so many sales mangers fail and what can you do
about it? This book will answer both questions AND give
you a system that is easy to implement today. It will
help you understand and give you advice that is both
practical and actionable on the following:
- Sales Managers – Defining the Job
- Leveraging Sales Systems
- Accountability
- Coaching
- Motivating
- Recruiting A-Players
- Market Planning
- Recognition
- Professional Growth
- Checklists and Meeting Guides
All you need to do is make the decision to get
started and hold yourself to that commitment.
Good selling!
Mike Carroll
Sales Force Development Expert
President, Intelligent Conversations
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