What I’m reading now

Although I suspect management consultant Peter Brook started writing this book prior to the economic downturn, its release is in fact extremely relevant and thought provoking.

In it, Brook shows how to utilise the inner strength of the sales leadership community, using actions and skills to develop teams with passion. I couldn’t agree more with the book’s central hypothesis that companies could do much more to unlock the profit opportunity in sales.

Brook argues that to achieve outstanding customer connection and to hunt down that profit opportunity, your sales teams need to be prized and developed. He emphasises that the traditional sales model of relentlessly focusing on financial targets will not be enough to release the full potential of the individual, and therefore will not create the performance transformation required if we are to fully leverage sales as a profit driver.

From CEO to company secretary, the book engagingly unlocks the key to growth opportunities in sales, revealing how to inspire individuals to create those amazing relationships with customers via continuous skills development and great leadership.

I think this book is one of the few that could really inspire and motivate leaders out there and I’d recommend it to anyone wanting to give their business an edge. With a tough year ahead, finding your competitive edge will be the key to survival.