The Game of Sales

The Game of Sales delves deeply into the business-to-business environment of sales reps and sales managers and the impact that corporate structures can have on the work of sales teams. 

It's not a theoretical or academic view of sales. The techniques, examples, and advice in this book are based on the real-world experiences of people who have worked day in and day out as sales professionals. 

The Game of Sales also uses sports to illustrate a number of key points about sales and business. Why sports? Both sales and sports are about competing. Thus, there are numerous direct and indirect comparisons. For example, in sports, the most gifted, best trained, and hardest working athletes generally win. And in most cases, the same holds true for sales professionals. 

But sales is only one part of the overall company team. As in sports, everyone on the team needs to work together to win. This book helps you understand the team dynamics, the role sales plays in the organization, and how you as a sales rep or manager are instrumental in helping the team win the games of sales.

Professional athletes work on their trade every year during the preseason so why not sales teams? Well, some do but most don’t. This book will take the sales group back to spring training where they can work on improving their skills. The Game of Sales offers many fundamental tips on how to manage a sales team as well as how to become a successful sales rep. Whether you are a sales rookie, a sale veteran, a seasoned sales manager, or a CEO you will find value in this book as it takes a practical approach to sales, business, and life.