DRIVEN: A Manager's Field Guide to Sales Team Optimization

Sometimes a single experience forces you to bring into focus everything you ever knew about your profession, to synthesize it, retool it, repurpose it, and train it on the acute needs of the immediate situation. These experiences bring out the best you have to give, because they require you to be resourceful, creative, flexible, and innovative. Suddenly, all the wisdom of those from whom you have learned over the years, and all the lessons wrung from all the tough jobs and difficult people and impossible clients you've ever wrestled with, all of these, viewed through the lens of this single experience, reveal clearly a model constructed of the simplest principles, and coming as close to timeless truths as we're likely to get in the sales business. DRIVEN is a compilation of these basic winning principles. Hopefully, it will bring you as much success as it did for me.