Every sales team experiences obstacles, and the answer to resolving those obstacles, according to Williams, lies in her Sales Effectiveness Program—an “alignment effort” that includes sales vision clarity, training managers to perform as coaches, and helping salespeople master 10 crucial diligence dimensions, broken down into two categories: “selling dimensions” and “personal leadership dimensions.” She hits the highlights of each dimension, such as the ins and outs of growing strong, productive relationships (a crucial dimension, given the sales industry’s basis on relationship development), mastering the art of persuasive communication, adhering to a service mindset, and more. Williams lists “watchouts” and core beliefs for each dimension, and she recommends businesses spotlight their sales methodology, process, and development plan to increase overall effectiveness.

The material is tailored for those professionals with a solid basis in sales know-how, and Williams includes handy tools—such as a suggested scorecard for comparing interview performances and two-year example project plans—that leaders will appreciate. She recommends her diligence dimensions—described as “ideal seller behaviors”—are applied flexibly, according to company needs and desired outcomes, but their significance is obvious throughout, as Williams advises, “A company’s very existence will rise and fall on its sales performance.” This is a resource sales professionals will turn to again and again.

Takeaway: In-depth resource on improving sales team performance.

Comparable Titles: David Burkus’s Best Team Ever!, Michael T. Bosworth and Ben Zoldan’s What Great Salespeople Do.

Production grades
Cover: B+
Design and typography: A
Illustrations: N/A
Editing: A-
Marketing copy: A