“I most appreciated the absence of fluff and theory and the abundance of straight talk and straight-forward "how-to's" for creating a high-performance sales culture and team.”
The Street Savvy Sales Leader is a 2018 Finalist!
Author Mark Welch is a 2018 Canadian Book Club Awards Finalist for The Street Savvy Sales Leader.
Praise for The Street Savvy Sales Leader
"Most executives and sales managers will take all the help they can get, and Mark Welch provides an enormous amount of practical, wise, and powerful advice in The Street Savvy Sales Leader. From the Introduction on, it is clear that Mark has been there and done that, has lived in the trenches successfully leading sales teams, and that he's intimately familiar with the sales management issues of the day. I most appreciated the absence of fluff and theory and the abundance of straight talk and straight-forward "how-to's" for creating a high-performance sales culture and team. This is a great, valuable and easy read that provides ideas you can implement immediately."
– Mike Weinberg, author of Sales Management. Simplified. and New Sales. Simplified.
"I have seen so many new sales managers struggle when they make the move from team member to boss. In The Street Savvy Sales Leader, Mark Welch reminds us that training our sales managers, giving them the tools to build a successful team AND sharpen their own leadership skills, is critical to sales success. I recommend The Street Savvy Sales Leader to anyone seeking better results from their business, their people or themselves."
-Jeb Blount, Author of People Follow You and Sales IQ
"The Street Savvy Sales Leader is a well-documented, thoughtful book that tackles the important topic of what makes an effective sales leader. Packed with actionable insights that deliver real world value, this is a book that sales leaders need to read, contemplate and act on."
-David Hoffeld, bestselling author of The Science of Selling
In summary, the book covers the following sales organization imperatives:
How you hire, what does good look like? What is your process, how do you interview? What attributes are you looking for? Is it consistent?
How you onboard your hires, how long does it take to get your reps to full productivity?
What is your sales process and how do you manage it? Everything from funnel management, territory plans, to strategic account planning and alignment with marketing
What is your science of selling? What KPI’s and metrics do you focus on and why?
What is your sales planning process and content by role? How are you structured and who do you target and why? Alignment with the strategy of the company, and budget alignment
What sales methodology do you use and what is your story? Does it differentiate you? Does it speak to your targets?
How effective is your sales coaching? Are your sales people constantly learning, course correcting, and getting better?
Are your sales compensation and recognition and reward programs working? Are they aligned with your company’s strategy? Are they incentivising your sales people to sell what you want them to sell?
Do you have a change management process? What is it and is it effective?
Do you have a sales culture that truly enables openness and collaboration so that your team performs at their best?
As a sales leader,
you know your sales pipeline needs filling,
you know your customers are unhappy having to "break in" new reps, and
you know how quickly your customers' buying behaviour adapts based on increased knowledge and choice.
YOU NEED solutions to gain new customers and keep existing ones, exceeding their expectations each time. Odds are against you: training has little correlation to ROI, while most salespeople fail to retain 80 percent of what they learn in training within a month.
THE SOLUTION? Building a team, workplace culture and sales funnel that ensures long-term adaptability and success. The Street Savvy Sales Leader uses tried-and-tested techniques from 30+ years experience, and interviews from more than 100 sales professionals, to get you there. Welch helps you to focus on the people, values, and processes that can support your business in the long term.
Gimmick free and packed with digestible questions and summary descriptions, The Street Savvy Sales Leader will help you build a team, and a business, that thrives in spite of 21st century challenges.
More Praise for The Street Savvy Sales Leader
"Recent research from Objective Management Group revealed that only 15% of sales managers, globally, are qualified to carry out that role competently. Whilst these updated results are disappointing, they should come as no surprise. The reality is that typically, organizations promote their highest-achieving salesperson when the management vacancy occurs and as a result, not only lose their star performer but also gain an inexperienced team leader. Whilst “The Street Savvy Sales Leader” may not be relevant to that top 15%, it is a hugely important read for the remaining 85%. It is extremely well written and provides a route map for both newly appointed and experienced sales leaders, who are committed to becoming the best they possibly can be because surely, they owe that to their sales teams."
-Jonathan Farrington, CEO of Top Sales World & Editor of Top Sales Magazine
"In a world of increasing complexity and infinite choice, the role of the sales team has never been more difficult. Mark does a great job of breaking down the sales imperative for business owners that are struggling to build effective sales organizations. This book creates a roadmap for sales success that any business, regardless of what they sell, can use to improve their results."
- Marie Wiese, President of Marketing CoPilot and author of “You Can’t Be Everywhere.”
"If your sales organization is falling behind in leadership strategies and needs to evaluate its sales excellence practices, this book is the one you should tap into for inspiration and practical insights. Ten leadership strategies are clearly outlined to guide you to higher sales performance levels. With sales productivity in B2B sales at an all time low, every leader needs to get 10X sharper on being more Sales Savvy."
-Dr. Cindy Gordon, CEO SalesChoice A SALES AI Company
"Mark Welch has combined his successful experience as a sales leader with various other experts, in a book that proves to be a culmination of real-life examples and data to support the facts. It shares modern day leadership practices with foundations that will never go out of style. His insight looks at all functions of building a successful team, from recruiting, to culture, to coaching, to managing KPls and finally down to winning business. At the end of each chapter you're challenged to look at your business and ask yourself a few key questions. With buyers being smarter, sales professionals and their leaders need to follow suit. This book is geared towards any and all sales leaders looking to build a winning environment and surpassing expectations for years to come."
-Ryan Lazar, Head of Sales, CareerBuilder Canada
"Mark provides an excellent roadmap for a new sales leader or a seasoned veteran who wishes to take their team to the next level. If you are a CEO responsible for sales, sales leaders or sales teams, The Street Savvy Sales Leader will have you thinking differently about how you and your company develop and retain your top talent. This well organized, easy read is filled with world-class best practices and insights about what it takes to be successful in B2B selling today."
-Karen Hayward, Managing Partner, Chief Outsiders
"I found the book to be a comprehensive summary of what it takes to succeed in sales, at all levels. It is a great reference tool for today’s sales leaders, and a must read for emerging sales leaders."
-Jeff Guthrie – Chief Sales and Marketing Officer, Moneris
"Mark Welch has clearly covered all the bases when it comes to leading sales organizations through the complex, uncertain, changing and ambiguous world of business, today. As an entrepreneur I am thrilled to have this book to turn to as I grow my sales team and my business. I love the combination of practical tools, compelling stories and of course, the section on coaching which is so important to growing a strong healthy team. I highly recommend, The Street-Savvy Sales Leader to entrepreneurs and sales leaders alike, anyone trying to build a flourishing sales culture should read this book!"
-Susan Pahl, Founder and CEO, Shift Coaching Inc.
"I highly recommend, The Street-Savvy Sales Leader to anyone looking to transform the way they have been orchestrating the sales strategy for their respective team and organization. It will elevate any company into a sector leader by focusing on how to build high-performing sales teams in today's volatile and competitive marketplace. Mark Welch has created a cradle to grave sales leaders’ guide on how to amplify an organization’s sales strategy, performance and results. Mark’s book has encouraged me to rethink my own sales strategy for my business."
– Joanne Trotta, Managing Partner, Leaders Edge Inc.
"Read The Street Savvy Sales Leader and take your learning to the next level. Having collaborated with Mark over the years, I’ve seen first-hand how his business insights, energy and outcomes are world class and can help teams overachieve their financial targets."
-Jeff MacInnis, Corporate Explorer and WIN Thinking Director
"Mark has a way of expressing his Sales Leadership experience and knowledge that allows the reader to clearly understand and implement his points. The Street Savvy Sales Leader is made up of not only Mark’s own experience but that of world leaders on the topic of Sales Leadership. Selling is all about execution on the fundamentals – Mark hits the nail on the head on all key points that a Sales Leader needs to focus on in this competitive market."
-Craig Bissett President & Founder, Hire Results Ltd.