Get Sales Focused:

rethinking & revolutionising sales forces & sales results

Reviewed by THE NEW YORK TIMES best selling author, Ellen Tanner-Marsh

"An endless number of books have been written on mastering sales techniques and improving a company’s bottom line. While many of them contain helpful tips and ideas, few of them delve beyond the how-to’s of managing the sales process, and fewer still venture into the inner workings of corporate culture, where the secrets of success—and often failure—lie.

In Get Sales Focused: Rethinking and Revolutionising Sales Forces and Sales Results, experienced author, consultant and sales developer Adele Crane sets the bar high for improving sales, embracing change and mastering the business skills necessary for success in the 21st century. An ambitious work that fully delivers on its promise, Crane’s essential book provides business owners, managers and sales professionals all of the tools needed to become industry leaders in this rapidly changing world.

The author’s proven methods begin with an examination of the cultural shifts in business and the evolution of sales managers over time. How to identify your own company’s culture—an often painful and confrontational practice—is vital for developing a successful culture focused on sales, as well as avoiding complacency and coping with change, factors that can doom even the most well-meaning and experienced business professionals. In addition, Get Sales Focused: Rethinking and Revolutionising Sales Forces and Sales Results is packed with proven techniques that include trends, research and case studies so that you can put these specific ideas to work for you.

Rather than resorting to rhetorical tricks and tired adages, Crane’s well-written and highly effective book walks you through the steps necessary to actually make those hard but necessary changes in yourself and your organization, which sets this book apart as a must-have guide for implementation. Infused with business smarts, a sense of humor and all the strategies you need to take your team to the next level, Get Sales Focused: Rethinking and Revolutionising Sales Forces and Sales Results delivers a clear and patently actionable message to help you achieve your goals. There’s no need to ever read another book on this subject."