"As much as I love sales and helping salespeople excel at developing new business, what I love even more is experiencing a high-performance, results-focused, winning sales team with solid leadership, a strong sales culture, smart talent management, and a sound sales process. My two primary goals in writing Sales Management. Simplified. are to bluntly share the reasons so few sales organizations today exhibit these characteristics and to offer a simple, actionable framework that senior executives and sales managers can adopt to create dramatic and lasting sales performance improvement."

(From the Introduction)