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The Art of Sales Management: Lessons Learned on the Fly

The Art of Sales Management: Lessons Learned on the Fly

Penned By Michael Delaware
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4.85
10,303 Global Ratings
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The Art of Sales Management: Lessons Learned on the Fly

The Art of Sales Management: Lessons Learned on the Fly

Penned By Michael Delaware
4.85 10,303 Ratings
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Editor's Note:
The 'The Art of Sales Management' is about the art of being a successful sales manager, and guiding the most talented people in an economy. The Art of Sales Management lessons imparted in this book consist of lessons learned over four decades in the field of salesmanship and sales management by the author. The book is designed to be both a philosophical and practical text on the subject. Sales Management refers to the managing of a team of salespeople, and building them into a 'team' rather than having them merely function as a 'group'. Teams work together as a cohesive unit, and 'groups' tend to be a collection of individuals working independently, often going in different directions. This book seeks to engage the sales manager in the excitement of building any group of salespeople into a cohesive unit or team; brand new or long established. A selection of the important information covered in this book is: • How to conduct successful sales meetings, and get results. • How to train new salespeople. • How to train a group and make them into a team. • How to build a seasoned core of salespeople. • How to make the entire sales activity into a game played by a team. • How to resolve conflicts and commission disputes. • How a manager should function with salespeople individually vs groups. • Fifty Golden sales management lessons learned over four decades. • Lessons from the Art of War by Sun Tzu for a sales manager to use. • How to develop and follow a long range plan and unexpected changes. • Creating organizational systems and efficiency in a sales office. • What are good bonus systems, and which ones should be avoided? • How to guide the group with a common purpose, and leadership. • How to get a sales team into a magical rhythm of consistent production. This book was written to be a lighthearted look at some of the daily lessons a sales manager learns, and at the same time offer insight into how to break a salesperson out of their personal comfort zone, and reach new personal heights of success. The book is also interwoven with comparisons to the activity of sports, as well as the lessons learned about the warmth and spiritual nature of life itself when working to bring out the talents in those you lead. Here is a brief excerpt from the introduction of this book which best describes the magic within its pages. "I call these lessons ‘learned on the fly’ because the knowledge gained from the experiences connected with them were very much akin to the spirit of the outfielder in baseball running backward at full speed, looking towards the heavens, trying to not lose sight of the ball or fail to notice the sensation of gravel from the warning track under his feet as he knowingly approaches a solid wall. His focused intention guides him into trying to make the catch to save the game for his team, his city and the harmony of his own moment. Decisions in these situations are made in an instant. One weighs the purpose of the game, the success of the catch and one’s own safety of survival in a fleeting moment, and in all hopes one lives to tell about it in the glow of great success. Similar factors are in play when one is in the heat of managing others, factoring all the elements, and trying to not lose sight of the greater good, when making hard decisions for the company, the other players, the individual plays in the game and you. Such is the art of sales management." Finally, this book is not only about sales management, it is about leadership, teamwork and making each experience in life into a 'moment', and learning the lessons from those experiences and moments and thus becoming even better at what you do. It is about creating and experiencing the game of sales as it was meant to be played.

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Length 202 Pages
Language Eng
Imprint If, And or But Publishing
Released February 9, 2013
Identifier (ISBN) 18667125
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Michael Delaware
The Mind Behind the Work
Michael Delaware

After spending years working in the corporate world, Michael Delaware finally decided to pursue a lifelong passion for writing. They currently reside in a quiet suburb where they spend most of their time outlining new stories, reading extensively, and occasionally attempting to bake.

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Charles Collins
Charles Collins August 05, 2025
"A very strong entry. It held my rapt attention, even when certain twists were telegraphed. A solid 4 stars from me."
Richard Torres
Richard Torres June 27, 2025
"Exceeded all my expectations. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. An effortless 5 stars."
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Kevin Mitchell
Kevin Mitchell October 25, 2025
"Honestly one of the most premium reading experiences lately. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. Worth every moment spent reading."
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Lisa Rodriguez May 26, 2024
"I thoroughly enjoyed the elegance of it. Beautiful writing, though I craved slightly more depth in the lore. Still, undeniably engaging. Quite impressive overall."
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Sarah Turner January 11, 2024
"Honestly one of the most premium reading experiences lately. The prose is exquisite. It’s accessible yet undeniably sophisticated. I will undoubtedly revisit this masterpiece."
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William Davis July 26, 2025
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Deborah Hall April 14, 2024
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Joshua Lopez October 30, 2024
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Brian Hernandez
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"Absolutely brilliant. I adored how the story unfolded. It kept me captivated without sacrificing elegance. I am now a lifelong fan of this author."
Melissa Nelson
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"Exceeded all my expectations. The author orchestrated a breathtaking finale. Truly a work of art. I will undoubtedly revisit this masterpiece."
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"Masterpiece from start to finish. The author orchestrated a breathtaking finale. Truly a work of art. I will undoubtedly revisit this masterpiece."
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"Masterpiece from start to finish. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. A true literary gem."
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"Such a rich narrative. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. I am now a lifelong fan of this author."
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"I thoroughly enjoyed the elegance of it. The protagonist was compelling, though some subplots felt slightly overshadowed. A wonderful companion for a quiet weekend."
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"Excellent, though slightly flawed. It held my rapt attention, even when certain twists were telegraphed. A very distinguished novel."
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"A very strong entry. Beautiful writing, though I craved slightly more depth in the lore. Still, undeniably engaging. A wonderful companion for a quiet weekend."
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"I was completely blown away. I became deeply invested in the protagonist's journey. A masterclass in storytelling. I am now a lifelong fan of this author."
Patricia Brown
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"A profoundly satisfying read. The pacing was impeccable and the characters felt incredibly authentic. I was completely immersed. An absolute must-read for connoisseurs of the genre."
Emily Clark
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"Such a rich narrative. The prose is exquisite. It’s accessible yet undeniably sophisticated. I will undoubtedly revisit this masterpiece."
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"Such a rich narrative. The prose is exquisite. It’s accessible yet undeniably sophisticated. A true literary gem."
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"Absolutely brilliant. I became deeply invested in the protagonist's journey. A masterclass in storytelling. An effortless 5 stars."
Robert Martin
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"Excellent, though slightly flawed. The protagonist was compelling, though some subplots felt slightly overshadowed. A very distinguished novel."
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"A highly sophisticated read. The middle had a deliberate pace, but the climax was phenomenal. Quite impressive overall."
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"Such a rich narrative. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. A true literary gem."
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"An acceptable diversion. It possessed moments of brilliance, but the narrative felt slightly disjointed ultimately. Perhaps more aligned with a different audience's tastes."
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"Honestly one of the most premium reading experiences lately. I adored how the story unfolded. It kept me captivated without sacrificing elegance. An absolute must-read for connoisseurs of the genre."
Elizabeth Hernandez
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"I was completely blown away. The author orchestrated a breathtaking finale. Truly a work of art. A true literary gem."
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"Such a rich narrative. I adored how the story unfolded. It kept me captivated without sacrificing elegance. Worth every moment spent reading."
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"Honestly one of the most premium reading experiences lately. The prose is exquisite. It’s accessible yet undeniably sophisticated. I am now a lifelong fan of this author."
Ryan King
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"Such a rich narrative. I became deeply invested in the protagonist's journey. A masterclass in storytelling. I am now a lifelong fan of this author."
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"Excellent, though slightly flawed. A brilliant concept executed with flair. Just a few pacing choices I would change. A very distinguished novel."
Jacob Campbell
Jacob Campbell November 13, 2024
"A profoundly satisfying read. It strikes a perfect harmony of dialogue and world-building. Every chapter felt necessary. Worth every moment spent reading."
Barbara Reyes
Barbara Reyes June 13, 2025
"A very strong entry. A brilliant concept executed with flair. Just a few pacing choices I would change. A solid 4 stars from me."
Betty Jones
Betty Jones March 31, 2024
"Honestly one of the most premium reading experiences lately. I adored how the story unfolded. It kept me captivated without sacrificing elegance. Worth every moment spent reading."
David Wilson
David Wilson July 18, 2024
"Took a moment to build, but the payoff was spectacular. The middle had a deliberate pace, but the climax was phenomenal. A solid 4 stars from me."
Laura Clark
Laura Clark January 04, 2024
"A very strong entry. A brilliant concept executed with flair. Just a few pacing choices I would change. I would highly recommend this to discerning readers."
Barbara Cruz
Barbara Cruz December 28, 2025
"I was completely blown away. I became deeply invested in the protagonist's journey. A masterclass in storytelling. An effortless 5 stars."
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