FOR ANYONE WHO WANTS TO ACHIEVE INCREASED LEVELS OF SUCCESS IN SALES MANAGEMENT, THIS BOOK SHOULD BE ON YOUR REQUIRED READING LIST.
GERHARD GSCHWANDTNER, Founder & Publisher, Selling Power Magazine
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David Jacoby has extensive experience developing and implementing innovative sales training and sales leadership development solutions for clients. David is a thought leader in instructional design and the use of innovative technologies to deliver industry leading online sales training programs. Previously, David has served as Vice President of Business Affairs of Xylo, Inc., where he was responsible for the Company's sales operations, legal affairs, and financing activities. Before joining Xylo, David was a corporate attorney with Skadden, Arps, Slate, Meagher & Flom LLP, where he practiced in the firm's mergers & acquisitions group. David received his J.D. from the Columbia University School of Law, where he was a Harlan Fiske Stone Scholar, and received his B.A. from the University of Washington, where he graduated Summa Cum Laude.
Norman Behar is a proven sales leader with over 25 years of CEO and senior sales management experience. He is recognized as a thought leader in the sales training industry, and has worked with clients in a wide range of industries including financial services, healthcare, technology, manufacturing, and distribution. Norman’s white papers and blog posts are frequently featured in leading trade publications. Previously, Norman served as President and CEO of Catapult, Inc., a leading provider of personal computer training services, where he oversaw operations and managed growth prior to the company’s acquisition by IBM. Norman received his B.A. from the Foster School of Business at the University of Washington, where he graduated Summa Cum Laude.
Ray Makela has over 25 years of management, consulting, and sales experience. As a Managing Director at Sales Readiness Group, he currently oversees all client engagements. Previously, Ray served as Chief Customer Officer (CCO) at Codesic Consulting, where he was responsible for business development, managing customer relationships, and the development and implementation of Codesic's sales-training initiatives. Ray has also held management positions at Accenture and Claremont Technology Group where he was a management consultant in the Change Management practice. Prior to his consulting career, Ray served as a Division Officer and NROTC Instructor in the US Navy. Ray earned his B.A in Speech Communications from the University of Washington and an M.P.A. in Public Administration and Information Systems Management from the University of Southern California.
Motivate and inspire your team to greatness
Provide sales coaching that results in better skills & higher win rates
Consistently produce accurate sales forecasts
Manage sales performance by focusing on behaviors that drive performance
Hire the best people and hold them accountable
"The High-Impact Sales Manager clearly defines how to effectively train & coach your sales organization to drive performance in ways that I had not considered previously."
"Whether you’re a sales manager, a
C-suite executive or a sales rep…I highly recommend The High-Impact Sales Manager. This no-nonsense and practical guide highlights well researched and proven strategies that simply work."
J. M. Nieuwenhuis
"The High-Impact Sales Manager covers everything from hiring and building a team to growing as a sales leader. It is easy to follow with helpful charts and tools you can implement immediately."