The Sales Leaders Playbook: Stop Managing, Start Coaching, How to Build Winning Teams

Most sales leaders know what needs doing, and the difficulty is making it real inside their own organisation. Nathan Jamail, an experienced sales professional and entrepreneur, sets out techniques and practices that he says have helped hundreds of sales teams succeed. The starting point is an organisational belief system, and the leader's willingness to take responsibility for the people they manage.

The book stresses that the skills and programmes it describes take real effort. A sales leader has to hold the team accountable and, just as importantly, hold themselves accountable. The author writes from personal experience across a long sales career rather than from theory, and the aim is a book that is straightforward, easy to read and simple to follow.

The author lists the outcomes he expects from applying the ideas: higher team morale, better skills and abilities, improved communications, and increased sales and profits. Edition note: published by Scooter Publishing in 2008, 152 pages. ISBN-13 9780981778907.