Hi Community members,
If you are a program manager or a sales manager for your virtual selling / Sales Navigator program, it is probably in your interest to empower your team to perform and coach them to succeed. Thus, we are highlighting the key takeaways for sales managers from Jesse Rothstein’s Carry That Quota, a book on sales as a craft and how to master it. (Even if you are not a sales manager, this book is designed to help sellers get in tune with their passion for what they too, especially the greener ones.) So let’s jump straight in!
- Know thyself — One of the first questions posed in the book is “Is a career in sales right for me?” The author goes into how he began his sales profession, weighs the pros and cons of this career, and illustrates the qualities found in the most successful sellers. More interestingly, Rothstein points out the importance of self-care in this profession. It may be easily overlooked, but building a healthy routine, knowing when to take a break, and putting job stress into perspective will not only enable the sales manager to perform more efficiently but also be in tune with the mental and emotional health of their reps.
- Connections over transactions — Relationships with not only your customers but also your coworkers are the core of your ability to meet your quota in sales, but maintaining those relationships is easier said than done. Rothstein suggests paying attention to small details, prioritizing “quality interactions,” and moving the process forward at an incremental pace.
- Learn to use sales tools for efficiency — Time management and communications are two vital practices to a sales professional and sales manager’s productivity and performance. With so many technologies and techniques today, Rothstein shares many great tips on how to remain focused and carve out time for you to work effectively.
Hope these three points were a quick summary / glance into Carry That Quota. If anyone has read this book, I’d be curious to see if you have any additional insights to share. Perhaps you’ve also seen how your craft in sales (or sales management) improved after adopting some of these suggested tips – and I’d love to hear about them. And if you haven't read this book but want to become a better sales manager or connect more with your team, maybe this is your sign to get a copy. 
Thank you and happy reading,
Eva C.
