The Sales Manager's Playbook

Build the Team. Master the Numbers. Drive Performance.

Sales management is not about watching a dashboard and hoping the numbers improve. It is about understanding the people, the process and the performance behind those numbers — then knowing what to do next.

The Sales Manager’s Playbook is a practical working guide for sales managers who want a clearer, more structured way to lead their team, analyse performance and improve results.

Inside, you’ll work through practical approaches to:

• understand the business before changing the team
• assess individual salespeople properly
• use CRM history to uncover missed opportunities
• understand hit rate, pipeline quality and conversion
• compare like with like across territories, products and customers
• apply 80/20 analysis to identify where performance really comes from
• spot the grey areas that basic reporting can miss
• coach people using evidence rather than assumption
• build a clearer picture of what is working, what is not, and why

This is not a theory-heavy management book. It is designed to be used — by new sales managers, experienced managers who want more structure, and commercial leaders who want better visibility of team performance.

Build the team. Master the numbers. Drive performance.