When it comes to the world of sales management, David A. Brock (Dave) is a heavyweight. He has a long history of success leading some of the biggest and best sales teams in the technology arena, and his firm, Partners in EXCELLENCE, has grown into one of the world’s leading sales consulting, coaching and training companies.
In addition to his great pedigree, Dave brings an unyielding regard for the professionals leading, managing, and guiding sales teams every day: the front-line sales managers. In Dave’s words, “the role of the front-line sales manager is the most difficult job in all of sales.” It is fitting that the first book from this prolific sales blogger is entitled: Sales Manager Survival Guide: Lessons from Sales’ Front Lines.”
Having navigated the world of senior sales and marketing management for many years, I have consumed a good number of the books in this arena, and I am convinced that Dave has nailed a critical sweet-spot for guiding and helping new and experienced front-line sales managers succeed. As I say somewhere during the podcast interview, the practical, actionable content captured between the covers of this 336 page guidebook makes my heart go pitter-patter. Every sales manager and manager of sales managers and aspiring sales manager needs a desk copy of this book to dog-ear or an e-copy to annotate and draw upon in pursuit of the good fight!
Enjoy the interview with this great professional! And know that yes, his mother is proud of him in spite of his choice to pursue a career in sales over the opportunity to become a theoretical physicist!