Sales manager decisions
12 hard situations a sales manager meets, with one action for each.
It is hard to move from selling yourself to managing through decisions
Use it when: You know the process but get stuck in specific situations with your team.
Who it fits
Mid-month and the plan is behind. A strong salesperson is slipping. A customer asks for a discount, and you are not sure where your limit is. You know how the sales process should run, and you still get stuck on moments like these with your team. The book is written for them.
It has 12 cases, and each one ends with one action. The tree card for a case takes you there in a few short yes or no questions.
Meeting formats, such as a one-to-one or a pipeline review, are not here: those templates sit in the other tools. Without a team yet, you can probably leave the book for later. And if no case matches your week, the book closes with a short section on what to do when your situation is not in it.
How to use it in the first week
Open Start here and the Case map early in the week. Pick the case closest to what is on your desk right now and print its tree card.
Before the conversation, read that case in the book and walk through the card. Give each question a plain yes or no, and stop at the first action you reach. On the card for case 1, for instance, the first question is whether every deal has a step and a decision date.
After the conversation, fill in the Situation review sheet (the filled example shows how much detail is enough) and record the decision in My decision journal.
Every card also names what to watch after 30 days, such as forecast against actual or the average discount for the month. Put that check in your calendar 30 days out. When the day comes, write the result in the journal next to the decision.
Look inside
REAL PAGES, ENGLISH EDITION
What you download
EXACT PACKAGE LIST| File | Format |
|---|---|
| Start here and Case map Which case to read for which situation. | 2 PDF |
| The book 12 hard situations and what to do in each. | PDF · 47 p |
| Situation review, print, fillable and example A sheet to think through your own situation, with an example. | PDF · 8 p |
| Decision tree cards Short cards to read before a conversation. | |
| My decision journal A Word document to record decisions and their results. | DOCX |
Questions
How do I get the files?
Right after payment we email you a personal download link. The files also stay under My materials in your headofsales.me account.
Can I get a refund?
Yes, if your files were not delivered, if you were charged twice, or if a file is broken and we cannot replace it. Ask within 7 days of payment. Refund policy