Why new leaders fail --the success triangle --Identity vs. role and why it's important --The behavior point --Your operating principles --The art of expanding comfort zones --Create a culture of intellectual humility --Managing self-accountability --Develop a support system --How to not stink at interviewing and hiring --Questioning skills for leaders --Vision-based execution --Forecasting vs. opportunity management --How to listen --The power of "if".
Summary:
This book is the antidote to the “sink or swim” approach that sabotages too many aspiring sales professionals. Most emerging sales managers receive little or no training before taking on the job. That is a huge mistake. The climb from individual contributor to manager is worth planning and preparing for, because this role is not only among the toughest on the organizational chart, but it is also the one that offers the most upside (and downside), both personally and for the organization. Making the Climb by Peter Oliver is the must-have playbook for anyone making the transition from salesperson to sales manager.
This resource is supported by the Institute of Museum and Library Services under the provisions of the Library Services and Technology Act as administered by State Library of Iowa.