Overview

Leadership is a very different skill from day-to-day management. This is because leadership is focused on the business, whereas management is devoted to solving problems that arise in the business. That may seem to suggest that leadership is the easier of the two paths, but the truth is that leadership is far harder for many people, because it is less tactical. Not all sales managers are sales leaders, but sales managers can learn to be sales leaders. Scaling Sales Success outlines sixteen proven rules of the road for those leaders who are ready to make the journey necessary to transform a team of disengaged or marginally engaged salespeople into a cohesive, committed team capable of generating scalable revenue growth. And in order to scale the success of your team in a way that supports ongoing, aggressive growth, leadership is a non-negotiable requirement.

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David Mattson is CEO and a partner at Sandler Systems, Inc., an international training and consulting organization, where he continues to be a trainer and business consultant for management, sales, interpersonal communication, corporate team building, and strategic planning worldwide. He is also the author of The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and coauthor of Five Minutes with VITO: Making the Most of Your Selling Time with the Very Important Top Officer. Sean Pratt, a working actor for over twenty-five years, has performed at numerous regional theaters around the country. He is the author of To Be or Wanna Be, and he has recorded over seven hundred books in just about every genre, earning eight AudioFile Earphones Awards and four Audie Award nominations.

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