Podcast of Mastering Sales Management by Jim Gerhardt

A podcast conversation discussing general strategies and some specific tools from the book, "Mastering Sales Management" by Jim Gerhardt.

Translatable Sales Management Principles: While focused on the automotive industry, the core principles and tools presented in "Mastering Sales Management" are applicable across various sales sectors.

Emphasis on People Management: The book heavily emphasizes the importance of building, training, and motivating high-performing sales teams. Hiring based on trainable attitudes and providing consistent mentorship are crucial.

Metrics-Driven Approach:

Practical Strategies and Tools: The book offers practical tips and techniques for everyday sales management, including closing strategies, handling objections, and time management. It also provides templates like the "Daily Success Tips" and "Example Sales Person Daily Planner / Activity Sheet" for immediate implementation.

The Author has 30+ years of successful experience in automotive sales, sales management, F & I management and general management.