The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits Review

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The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits ReviewChris Lytle has outdone himself again.
I first learned about his work and sales leadership philosophy with his first book "The Accidental Salesperson" in 2000.
The range of topics covered is very comprehensive for rookies and veterans alike.
His work is refreshing, and most importantly effective in gaining results and teaching new and experienced sales representatives new approaches to advancing suspects to prospects and ultimately to highly qualified prospects. His new book does not disappoint, and is delivered with highly practical and actionable strategies and tactics will develop a new Sales Manager, and strengthen the results of any seasoned veteran of sales leadership and management. Thanks Chris for continuing to share your perspectives, experience and insights with the rest of us.
Miguel A. de Jesus
[...]The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits Overview

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Measure of a Leader: The Legendary Leadership Formula For Producing Exceptional Performers and Outstanding Results Review

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Measure of a Leader: The Legendary Leadership Formula For Producing Exceptional Performers and Outstanding Results ReviewIn Measure of a Leader, behavioral experts Dr. Aubrey Daniels and James Daniels propose yet another "new model of leadership." Under this model, the authors suggest that the leader's role is to create conditions under which followers apply discretionary effort to implement the organizational mission, vision and values. They define discretionary behavior as "that behavior that a person could do if they choose, but for which they would not be punished if they
didn't...commonly (referred) to as going above and beyond the call of duty" (p. 16).
Unlike other books on leadership which focus on the leader's behavior, this book claims that the follower's behavior in response to the leader is what truly defines effective leadership. The four criteria of follower behavior include followers:
1. Apply discretionary effort towards the leader's goals;
2. Voluntarily sacrifice self-interest for the leader's cause;
3. Reinforce or critique others to encourage conformance to the leader's teachings; and
4. Establish guidelines for their own personal behaviors based upon what they perceive the leader
would approve or disapprove.
The book covers 19 chapters in an easy-to-read 200 pages. I found chapter three on discretionary effort, chapter five on leaders and managers, chapter nine on measuring follower response, and the Antecedent-Behavior-Consequence (ABC) Model of follower motivation in chapter 11 to be of particular interest. The Appendix includes a very useful checklist highlighting 50 things to do for increasing leadership impact.
The writing is crisp and matter-of-fact, almost free of academic jargon that can confuse readers. It's clear through the examples and terminologies the authors use that they are incorporating lessons from their personal experiences as military leaders into this model. The book's coverage of the leader's application of positive reinforcement to create momentum for change is valuable since organizations typically rely on negative reinforcement and then wonder why the right behaviors aren't demonstrated consistently. Negative reinforcement reduces the likelihood of negative behaviors but doesn't encourage acceptable behavior--positive reinforcement does.
Recommended for business consultants, corporate managers, or professors interested in understanding the importance of follower behavior in defining effective leadership and how to inspire discretionary effort in achieving organizational mission, vision, and values.
Armchair Interviews says: Another look at leadership.Measure of a Leader: The Legendary Leadership Formula For Producing Exceptional Performers and Outstanding Results Overview

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The Little Book of Leadership: The 12.5 Strengths of Responsible, Reliable, Remarkable Leaders That Create Results, Rewards, and Resilience (Jeffrey Gitomer's Little Book) Review

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The Little Book of Leadership: The 12.5 Strengths of Responsible, Reliable, Remarkable Leaders That Create Results, Rewards, and Resilience (Jeffrey Gitomer's Little Book) ReviewOver the years I've read a wide assortment of leadership books and I've certainly learned from each and every one of them. But every now and then, you pick up a leadership book and something about it just grabs you and won't let go. You find yourself drinking in knowledge and ideas and become totally absorbed in the author's message. Such is the case with Jeffrey Gitomer's LITTLE BOOK OF LEADERSHIP. I am very passionate about leadership and therefore passionate about books on leadership, but it's been a long time since I've held a book that captured my interest like this one has. I've also read several books by Gitomer and he always manages to capture my interest, but this one even exceeded my expectations. I think this is the best work he has put out in quite some time.

This is really a leadership training manual. If you were tasked with training a new leader, you could literally use this as a textbook. There are 13 chapters (okay, 12.5 chapters), but the book will grab your attention even before you get to the actual chapters. The intro itself contains insight on how best to use the book, defining leadership and how to define your role as leader and the forward by Doc Hershey that explains situational leadership and the four quadrants and bell curve.
I'm sure some critics will belittle the fact that Gitomer uses this book to encourage readers to buy some of his other books, such as the Little Gold Book of Yes Attitude. Personally, I have no issue with this tactic, especially in this context. You see, the "Yes Attitude" is a subchapter in Chapter 2 on Mental Leadership, so why wouldn't he offer a resource for you to use for further development?
Those familiar with Gitomer's books will recognize the familiar formatting, different and unique and I must admit, not readily accepted by all readers. The first Gitomer book I ever read almost drove me crazy with the formatting, but once I got used to it, it all started to make sense. You'll find the same thing here, links to more information and other online resources, a liberal disbursement of quotes, self evaluations and numbered lists. Also each chapter and subchapter concludes with 2 major elements; Key Points of Understanding and Key Action to Take.

I've just about worn out a mechanical pencil underlining and making margin notes. You're going to find an incredible amount of information here that you will want to put to work for you. We all want to become the best leader we can possibly be. This book will help to become just that. Make this the next priority on your reading list.
The Little Book of Leadership: The 12.5 Strengths of Responsible, Reliable, Remarkable Leaders That Create Results, Rewards, and Resilience (Jeffrey Gitomer's Little Book) Overview

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