Just Let 'em Sell

In this book I will show you simple and creative ways of looking at the sales process. Ideas, supported by real life examples, are shared on how to simplify the motivation and management of your sales team. As many companies attempt to control a sales team I suggest ways to remove duties that inhibit the selling process. We will review improvement techniques to strengthen relations and ultimately revenues from channels to market and customers. The book lays out productivity measurements as well as a very successful and growth based compensation plan. The real message in this book is the need to simplify the sales process, open the door for more selling time which then is proven to increase sales revenues to beat the company plan year after year.

Review:

Henry, a seasoned corporate sales manager with international experience, advises that companies remove
obstacles to sales to improve business and employee effectiveness.

In this brief summary of sales strategies, the author explains in simple and concise language how to increase
the efficiency of a sales department while also empowering employees. Beginning with the goal of the sales
organization, Henry discusses sales reporting, individual sales employees, sales teams, sales management and
customers he wants all to benefit from optimal teamwork and management. First, he counsels, let the sales staff
focus primarily on the actual task of selling, and remove excessive requirements for reports, charts, meetings and
paperwork, all of which slow down the sales process. The author provides a template for a simple sales report that
communicates necessary information quickly. Henry reports the steps to a successful sale: finding opportunity and suggesting a solution to the
potential customer; receiving feedback from the customer; determining the customer company s decision makers, who must then accept the proposed
solution; itemizing any remaining action items; and closing the sale. He understands the life and work of the salesperson, and includes tips and
specific recommendations for effective personnel management and compensation, as well as means of fostering teamwork within an organization.
Utilizing his years of experience, Henry explains the nuances of the customer-sales team relationship, providing insight for the salesperson to read
the customer s intentions. The author concludes with a summary of productivity metrics for the sales department manager here, illustrative charts
would have been a nice addition. Overall, Henry s high-energy writing and clear goals give sales teams immediate activities for improvement. Just
Let Em Sell may provide an infusion of energy for seasoned professionals and may be especially useful for the new salesperson or manager.

Succinct and powerful sales tools.

--From Kirkus Discoveries
Nielsen Business Media,
770 Broadway, New York, NY 10003

discoveries@kirkusreviews.com