Book Review – Creating Your Sales Team, Belief Systems and Human Behavior in Sales: Constructing a Culture, John M. Hanson, 2016.
Available on Amazon (click here).
(Disclaimer: John Hanson is an employer of mine).
If you enjoy the works of Malcom Gladwell, Tony Robbins, Eckhart Tolle, and Gary Keller and you are involved in overseeing a sales team, or are on a sales team, you will enjoy this book and find it valuable. In fact, Creating Your Sales Team is the lessons of the aforementioned authors distilled and honed to fit, specifically, a sales team as opposed to “business” or “self help” as more generalized terms.
It was interesting to read both as a real estate broker and as one who has worked for the author for five years. As a simple salesperson, not a manager, I am not the intended audience for the book. But, it helped me understand the feelings I have about working for people, working with people, hiring sub-contractors, and serving customers on a daily basis. It has amplified my business I.Q. about who I should work with, who I should not work with, and why. All of this in just over one hundred pages; the author leaves no evidence of a pursuit to fill up white pages, instead, he leaves us an efficient read on the dynamics of a sales force.
The author uses creative chapter titles (Guevon!, Blue Blood, and Who Killed the Bear are a few) and relevant non-fiction anecdotes to illustrate the importance of personal principles, management ethos, and the mucky area where they combine to create our office environments every day. The chapter titles refer to simple principles (hard work, justice, and success are a few) but do well in explaining how these principles bring our jobs and work full circle, or not. As a salesperson, it put reasons behind the things in my rear mirror – things that I am proud of, things I failed in, and work relationships that, well, stunk – and helped solidify my core belief that living a principled life takes you to the right mountaintop (and that failing to do so leaves you endlessly in dark valleys). I recommend this book to people in sales, and, if you liked it, my guess is I would really enjoy working with you, for you, or hiring you in our office.
The author let loose with his literary voice incrementally as the book progressed; I enjoyed the voice (especially a reference to to how a “complainer” returns to his “excuses” like “a dog to it’s vomit”) and would enjoy more vivid references in this matter. Perhaps, though, he is intelligently saving them to guide my peers and I, once again, narrowly through sharp turns and drive away winning.
A great read I believe you will enjoy and put to use.
October 24, 2016