4 out of 4 stars
Share This Review
The Cadence of Excellence: Key Habits of Effective Sales Managers written by Matthew McDarby is a book that outlines all there is to become an effective sales manager. It points to the sales manager as a leader who is majorly responsible for the overall output of his salespersons. The author starts by explaining the need for certain habits to be developed by the sales manager himself before he goes ahead to make known the practices that the team as a whole must identify with. Overall, this book is a complete guide to effective sales.
“DATA × CRITICAL THINKING = VALUE”—McDarby. Here, the author, having established that good value results in good sales, goes ahead to answer a very popular question of what makes a good value. McDarby's equation of value explains that good value is a product of good information and good thinking ability. According to him, the use of data can never be over-emphasized. As much as you could use it to manage salespersons’ performances, you could also use it to plan smart questions about the root causes of poor performance. This is something I like about the book.
Another perspective of the author that I appreciate a lot more is that of communication. In his opinion, it is good that organizations have conversations about how sales and marketing departments can collaborate to produce better, more effective collateral and tools for the company. This is good because, in communication, they say, lies the strength of every relationship.
What I like most about the book is how the author split his work into two parts: Inwardly Focused Tasks and Outwardly Focused Tasks. While the former looks at the things that the sales manager must do within himself to boost output, the latter looks at what he must do in his team or his customer-base to achieve the same result. As I mentioned earlier, it all focuses on the sales manager. This is my best part of the book.
It is important to mention that the authenticity of this book is second to none. I make this assertion because the author has taken his time to identify with top sales managers he worked with in the past. He mentioned that his experience in this field is a product of his relationship with each of them. Some of these persons include Randy Majors, Kim Cole, Carl Singer, Larry Letow, etc. Sharing his experiences with these people gives the reader the conviction that this author is worth listening to. There is nothing I dislike about this book.
This work is professionally edited; I found not up to ten errors. There is no sex scene or the use of profane words that could raise the concern of sensitive readers. Due completely to these, I rate this book 4 out of 4 stars. I recommend it to every salesperson out there, especially sales managers. This is a great tool for commanding good sales output.
The Cadence of Excellence
View: on Bookshelves | on Amazon