4 out of 4 stars
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The Cadence of Excellence: Key Habits of Effective Sales Managers, written by Matthew McDarby in the first person, is a non-fiction book that delivers just what its title proposes. The author presents a series of habits, methods, and tools that can help sales managers succeed in leading their teams in the pursuit of better results. He hopes readers will “take control of the time available to them and choose excellence over mediocrity.” To me, this goal sure seems valuable.
With a little less than a hundred pages, this short book is a fast and straightforward read. Each of the eleven chapters involves either an inwardly or an outwardly task and has a title that begins with a verb in the present continuous tense, such as leading, focusing, aligning, building, and motivating. There are illustrative stories in every chapter, and readers get to follow real people solving real issues.
I particularly valued how the author talks about modeling behavior to foster excellence. Matthew McDarby acts like a seasoned mentor and coach that gives good advice based on his extensive experience. I liked the ethical way he presents his ideas and principles. For instance, he believes in “having positive outcomes based on the right behaviors.” The author uses a somewhat Socratic method. He asks and answers multiple questions, and I thought this gives readers tangible examples of how to draw out ideas and address concrete situations.
Most of all, I enjoyed how practical the book is. McDarby even mentions examples of computer software. In a way, I felt that The Cadence of Excellence resembles a college textbook with analyses of practical business cases. In the chapter entitled “Motivating Others and Keeping them Motivated,” for instance, I believe that anyone can learn something useful. Also, the author provides a planner at the end of the book to encourage readers to contemplate and monitor their steps as they put in practice the methodology. In this planner, there is a list of questions about each chapter.
In closing, I rate The Cadence of Excellence 4 out of 4 stars. I have no noteworthy negatives to mention. It seems professionally edited, for I only found a couple of minor errors in it. This book will surely appeal to sales managers. I also believe it can be useful to any leader, for it offers good tips on managing teams in general. I don’t think it will appeal to readers who have no association whatsoever to leadership or the business world.
The Cadence of Excellence
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