Review by Wealthy Samantha -- The Cadence of Excellence
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Wealthy Samantha
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Review by Wealthy Samantha -- The Cadence of Excellence
[Following is a volunteer review of "The Cadence of Excellence" by Matthew McDarby.]
It is said that the greatest challenge faced by sales managers is finding the time to do everything they need to get done. The book The Cadence of Excellence by Matthew McDarby seeks to help solve this problem. It is a book that offers tips on increasing productivity in an organization's sales team, complete with accompanying stories of how the tips shared in the book were applied in real life sales situations that faced challenges and needed improvement, as well as sales excellence planners which contain questions that help the reader implement all the lessons learnt from each chapter of the book. For this reason, I therefore give this book a rating of 3 out of 4 stars.
The author's objective in the book is to help sales managers make better choices with their time and their effort so as to see exponential growth as well as better performance by the team of sales persons in an organization. When better choices are made, better individual performance within the sales team (including by the said sales manager) is achieved, which in turn leads to overall improved performance within sales departments and the entire organization in turn. Hence the formula;
Better Choices= Better Individual Performance= Better Organizational Performance
The choices described in the book are classified into two categories; inward focused choices and outward focused choices. Inward focused choices are made with the intention of bringing out the best in the sales manager, causing him or her to add maximum value on an individual level. Once this is done, it becomes possible to influence the performance of the sales team through outward focused choices. This flow, or rhythm, that is created as a result of combining the results of proper inward focused choices and the results of proper outward focused choices is what is referred to as the organization's cadence of excellence. The author refers to this rhythm and flow of events as "the how behind the what of sales management tools."
A key lesson readers will come across in the book is that good sales managers create value for customers.. A common mistake that some sales managers make is holding a perspective where they see themselves as the 'end all, be all' of a sales task. These kind of managers see their strategies as the final authority and expect their ideas to be executed to the letter on the ground...out in the field where the actual sales activities take place. The contrary truth is that sales persons have immense power because they directly interact with customers and are therefore in a better position to pick up on their psychology.They are in a better position to decide whether to implement the strategies prescribed by the sales managers, or not.
Data collection becomes an obvious important action in the sales activity of an organization. The data collected however, can only add value to the company where critical thinking is involves. The sales manager is therefore required to use the data collected to include their subordinates in creating action plans that can yield favorable sales results. It is seen that trying to exert power on sales persons does not work; just like trying to exert power on customers.Customers are more likely to go for the value that they perceive over the value they feel convinced by others to go for. In the same way, there are better ways for sales managers to influence sales persons in their department. The ideas presented in the book basically urge the sales managers to make their subordinates feel supported rather than domineered. The perspectives presented in the book are informative and averagely applicable.
******
The Cadence of Excellence
View: on Bookshelves | on Amazon
It is said that the greatest challenge faced by sales managers is finding the time to do everything they need to get done. The book The Cadence of Excellence by Matthew McDarby seeks to help solve this problem. It is a book that offers tips on increasing productivity in an organization's sales team, complete with accompanying stories of how the tips shared in the book were applied in real life sales situations that faced challenges and needed improvement, as well as sales excellence planners which contain questions that help the reader implement all the lessons learnt from each chapter of the book. For this reason, I therefore give this book a rating of 3 out of 4 stars.
The author's objective in the book is to help sales managers make better choices with their time and their effort so as to see exponential growth as well as better performance by the team of sales persons in an organization. When better choices are made, better individual performance within the sales team (including by the said sales manager) is achieved, which in turn leads to overall improved performance within sales departments and the entire organization in turn. Hence the formula;
Better Choices= Better Individual Performance= Better Organizational Performance
The choices described in the book are classified into two categories; inward focused choices and outward focused choices. Inward focused choices are made with the intention of bringing out the best in the sales manager, causing him or her to add maximum value on an individual level. Once this is done, it becomes possible to influence the performance of the sales team through outward focused choices. This flow, or rhythm, that is created as a result of combining the results of proper inward focused choices and the results of proper outward focused choices is what is referred to as the organization's cadence of excellence. The author refers to this rhythm and flow of events as "the how behind the what of sales management tools."
A key lesson readers will come across in the book is that good sales managers create value for customers.. A common mistake that some sales managers make is holding a perspective where they see themselves as the 'end all, be all' of a sales task. These kind of managers see their strategies as the final authority and expect their ideas to be executed to the letter on the ground...out in the field where the actual sales activities take place. The contrary truth is that sales persons have immense power because they directly interact with customers and are therefore in a better position to pick up on their psychology.They are in a better position to decide whether to implement the strategies prescribed by the sales managers, or not.
Data collection becomes an obvious important action in the sales activity of an organization. The data collected however, can only add value to the company where critical thinking is involves. The sales manager is therefore required to use the data collected to include their subordinates in creating action plans that can yield favorable sales results. It is seen that trying to exert power on sales persons does not work; just like trying to exert power on customers.Customers are more likely to go for the value that they perceive over the value they feel convinced by others to go for. In the same way, there are better ways for sales managers to influence sales persons in their department. The ideas presented in the book basically urge the sales managers to make their subordinates feel supported rather than domineered. The perspectives presented in the book are informative and averagely applicable.
******
The Cadence of Excellence
View: on Bookshelves | on Amazon
Latest Review: The Pro-Achievement Principle by Dr. Deborah Bright
