Sales Management Blogwatch – October 31, 2008

Posted on October 31, 2008 by TheManager

The Best of the Sales Management Blogs

The editors of AskTheManager.com pulled some of the best posts and articles from the past couple of weeks and assembled them here for your reading pleasure. Enjoy!

Selling is a Profession to be Proud of
I am a sales trainer and coach; I am a sales management consultant; I am a writer and speaker; and I am a salesperson. As the owner of a sales training and management consulting company, I don’t have the luxury of concentrating on just …

The Seven Myths of Sales Management
Being a sales manager is one of the most difficult jobs on the planet. It requires a thorough knowledge of virtually every aspect of the business. And it suffers from a high turnover because the sales manager is ALWAYS the scapegoat …

Share expert tips with your clients and sell more
Using a video blog like this one below is just so easy to do these days. It does not require sophisticated equipment to create your own video blog. You can shoot a 2 – 5 minute video tip on a very simple camera, upload it to YouTube, …

Ten Tips to Tap the Power of Prospecting
Many salespeople prospect little, if at all, for two primary reasons: they are so focused on short-term results of their job that they fail to build a career and they become …

Sales Prospecting for Appointments by Email
A salesperson for a silicon valley software company, Sabrina was tasked with calling on CIO’s in Fortune 1000 companies. Her cold calling skills were a bit rusty, and she was under serious pressure from sales management to produce. …

It’s Your Move: Keeping the Sale Moving Forward
One question I hear from salespeople on a regular basis is: “what do I do after the initial meeting with the prospect to maintain contact and increase their interest?” The question from their point of view is, “what do I say when I …

Sales Management Newsletter – Your Sales Funnel: Fiction or Reality?
How much business do you have in your funnel? That’s not a rhetorical question. Look up the number – and then remember it because by the end of this article, it’s going to be a lot smaller. That’s because most sales organizations’ …

How to Connect Better to Increase Your Closing Ratio
Have you ever wanted to increase your closing ratios? The first thing that will improve the number of people most people ever close is to actually have enough contacts. I’m not talking about just more…

Turn Your Client Database into Gold
Right this minute, you are probably sitting on tens of thousands, maybe hundreds of thousands of dollars worth of commissions. Most registered reps have a database of current and past clients whose potential referrals are worth several …

Attitude, Expectations, and Reality
“I have to work harder than before, but even so, my sales this month will be better than last October’s.” “My prospects and clients are certainly feeling the pinch of the economy and they’re fearful. But I also closed the biggest sale …

Keeping Sales Associates Motivated
What can sales management do right now to ensure a healthy pipeline down the road? At TBD, we believe that good leadership is key at this juncture. Sales management needs to stay close and committed to two-way communication and coaching …

Applying the Concepts of Continuous Improvement to Sales Leadership
Growth depends on sales and sales depends on your sales management systems. But surprisingly, many companies pay scant attention to managing this critical area. Are your sales management systems as fine-tuned as your other business …

Sales Management Style – The Positive Motivator
Regardless of its implementation, having a Positive Motivator Style in your Sales Management is another foundational key to having a successful Sales Organization. What are your thoughts on this? What are your favorite stories, …

Using The Proper Email Etiquette for Business Signatures

Posted on October 30, 2008 by TheManager

Proper Email Etiquette for Business Signatures

In response to numerous requests to a recent series of posts covering proper email etiquette, the editors of AskTheManager.com decided it was time to put to rest the question on what should be included in a business email signature.

For those of you not familiar enough with Outlook to create your own email signature – hint: we’re describing the automatic “signature” at the bottom of every email so you don’t have to type it out each time – check out the excellent tutorial from Microsoft by clicking on this link or following the directions below:

Creating a Signature for Email Messages in Microsoft Outlook

From the main Microsoft Outlook window, on the Tools menu, click Options, and then click the Mail Format tab.
Under Compose in this message format list, click the message format that you want to use the signature with.
Under Signature, click Signatures, and then click New.
In the Enter a name for your new signature box, enter a name.
Under Choose how to create your signature, select the option you want and then click Next.
In the Signature text box, type the text you want to include in the signature.

Proper Etiquette for an Email Signature

Over the years we’ve seen so many bad email signatures used in business that we are compelled to help the masses create an email signature that doesn’t make them look like complete buffoons.

First, we need to explain that if you are in business and sending business related emails you MUST use an email signature. An email signature is not an option as it conveys many messages beyond your title. Not the least of which is that email signatures help recipients recall your company details and link to your website for more information.

Additionally, business people will frequently rely on an email signature for contact information. Often we find ourselves searching for the contact information of someone who corresponded with us on just a few occasions. We’ve never added this person to our Contacts list and we probably don’t intend to, but a colleague invariably asks for their contact information. If this person has included a proper email signature, we can easily cut and paste that information and forward it to our colleagues. If not, we are stuck digging through a pile of business cards.

While there are certainly variations of what should and should not be included in a proper email signature, the editors of AskTheManager.com believe the following items create the most acceptable business email signature for professionals in the new millennium:

First Name (especially used when your proper first name is commonly shortened)

Full Proper Name with Middle Initial

Title

Company

Street Address

City, State and Zip Code

Office Number

Mobile Number

Fax Number (yes, some people still send these)

Email Address

Web Address (if applicable)

Standard company disclaimer (generally in a smaller, italicized font)

Here’s a sample of what this might look like:

Bob

Robert L. Smith

Vice President, Sales & Marketing

AskTheManager.com

1234 Any Street

Anytown, IL 60601

Office: (312) 555-1212

Mobile: (630) 555-1212

Fax: (312) 555-1211

Robert_Smith@askthemanager.com

www.askthemanager.com

AskTheManager.com and its affiliates will never sell, rent, or share your email address. This email and any files transmitted with it are the confidential property of AskTheManager.com and intended solely for use by the individual or entity to whom they are addressed. If you are not the intended recipient, please delete all copies.

In the example above, we used “Bob” for the first name entry because “Robert” is commonly shortened to “Bob.” If you prefer to go by “Robert,” you should spell this out in the first name line. If you don’t include a first name, those who don’t know you may assume (incorrectly) that you are called “Bob.” Including “Robert” in the first name line will help you avoid making new contacts feel uncomfortable when they call you “Bob” and you correct them with “it’s Robert.”

Sincerely Closing a Business Email

Some leaders will include their standard email complimentary closing automatically above the signature, though we recommend against this for a number of reasons. Primarily, we find ourselves equally using “Sincerely,” “Thank You,” “Thanks,” “Best Regards,” “Regards,” and “Best Wishes” in the emails we send. If we chose just one of these, more than half our emails would include a clumsy close.

For example, when sending a business email to someone with whom we have a close personal relationship we find ourselves using “Thanks” for the informal email and “Best Wishes” for the more formal communication. We would never want to include either of these for a first email to someone we’re never met. In those instances we’ll use either “Sincerely” or “Best Regards.” When we correspond with someone we don’t particularly care for, or when we are forced to admonish a vendor via email (not usually recommended), we will simply end with “Regards.”

Afterthoughts on Business Email Etiquette

In what should have been expected in a Murphy’s Law sort of way, it seems the use of email stationery has increased since our August series begged the business world to discontinue this. In the past two months, more than 3% of the emails we’ve received contained some form of vicious stationery that acts like malware as it attacks the format of our responses.

Unfortunately for us, we are too kind (or too busy) to personally explain to the offenders that the use of stationery is a business faux pas – they just seem so pleased with themselves that we don’t have the heart to tell them it looks amateur and impacts our ability to properly respond.

This brings up a great leadership lesson: don’t sweat the small stuff (and don’t ever tell your administrative assistant that he/she is classless.)

The Best Rolling Briefcases Money Can Buy – Laptop Cases for the New Millenium

Posted on October 29, 2008 by TheManager

The Rolling Briefcase – A Leader’s Most Important Tool?

Not since Patrick Bateman (Christian Bale) and his coworkers marveled at the color, font and texture of one another’s business cards in 2000’s American Psycho has a business tool garnered as much admiration and created as much jealousy as the rolling briefcases being dragged through America today.

Whether tooling through the airport or navigating their office hallways with their pull-behind laptop luggage, American business leaders have begun to make both coworkers and strangers take notice.

While there are still those who choose to lug a laptop case by the straps, the editors of AskTheManager.com are convinced these bag-draggers and over-the-shoulder-computer-holders secretly suffer from briefcase envy when they spy us with our new Victorinox, Kensington or Wenger.

As with any fad or fashion, the market has become littered with both good and bad rolling briefcases. We did our homework, checked out the bags available at the mall luggage stores and office supply outlets, and we’ve decided that pound-for-pound and dollar-for-dollar, these are the 5 Best Rolling Briefcases money can buy:

Victorinox Werks Traveler 2.0 Expandable Wheeled Computer Briefcase
The King of Rolling Briefcases, show up to work with this Victorinox and you’d have Patrick Bateman plotting your death. This one stores up to a 15″ laptop, and comes with two mesh pockets for storing computer peripherals along with lots of other cool and useful pockets and compartments. While the front compartment expands 2.5″, the rear compartment features a file divider which unzips to lie flat when not in use. Comes with a nifty zip-away water bottle pocket. Fully expanded, this great case is monster of storage at 16.5″ x 15.5″ x 11.5″. Retails for around $290.

SwissGear by Wenger Black Rolling Briefcase
This great SwissGear by Wenger lists for over $270, but generally can be had for under $100. We found this one on Amazon for $85 with free shipping. Wenger makes a very durable bag; in fact one of our editors has pulled his through airports for more than three years and over 300 flights – and it still works and looks great. Wenger, for those of you who don’t know, is considered the “Genuine” provider of Swiss Army Knives and Victorinox is considered the “Original” provider of these. Long story short, both are great brands and both have been around for more than 110 years. In fact, Victorinox purchased Wenger in 2005, but decided to keep and market both brands. You cannot go wrong with either, though Victorinox is a bit more durable and certainly more respected in the water cooler discussions.
Kensington 62348 Contour Roller Carrying Case
Kensington is one of the original providers of protective laptop cases and unlike the other top maker (Targus), they’ve done a terrific job of taking what they learned with the old sling-style cases and converted them into great rolling briefcases. This case is huge (19” x 17” x 9.5”) and is great for the road warrior who takes most of their office with them when they travel. As for bags with list prices under $100, this one is the best. We found it on Amazon for $65 with free shipping.
Samsonite Business One Mobile Office
Not many wheeled laptop bags can handle a 17” laptop, but this great Samsonite can do this and still provide plenty of room for virtually everything else you need for the short or long trip. A durable bag from a great maker of durable luggage – it won’t turn heads like a Victorinox, but it’s well worth the money. We found it on Amazon with free shipping for under $120 ($200 list).
Patriot from SwissGear by Wenger
A very deep and rugged rolling briefcase, the Patriot is probably the most common of the great bags that you’ll see in airports today. Because of its depth (11”) and the removable laptop tote (included at no charge) this is the most versatile bag available. You’ll never have to pack a second bag for that overnight trip, since you can fit a change of clothes and your toiletries in the rear compartment. A great buy at its $129 list price; though you can find it for under $90 (like we did at Amazon).

The Ten Best Warren Buffett Books of All Time

Posted on October 26, 2008 by TheManager

The Best of Warren Buffett

With the recession looming, the stock market in the tank, and worldwide economic uncertainty, it’s nice to know America has a man like billionaire Warren Buffett to turn to for investment advice. Buffett is to the stock market what Tiger Woods is to golf. He’s the best and second place really isn’t that close.

Unfortunately for American readers looking to learn from the Oracle of Omaha, there are 47 books about Warren Buffett still in print today. Since it would be impractical (and a bit redundant to read all 47), you have to wonder how in the world would someone know which book to choose?

The truth is; they wouldn’t. That’s where the editors of AskTheManager.com come in. We decided to do the homework for you, and we picked our Top Ten Best Warren Buffett Books of All Time.

In no particular order (because these are all great reads), here are the 10 Best Buffet Books (still in print):

Bloomberg The Emperor Always Gets His Way

Posted on October 24, 2008 by TheManager

Bloomberg The Emperor

We wrote a few weeks ago about the seemingly unbelievable possibility that New York Mayor Michael “Nero” Bloomberg would seek to have the City Council overturn New York’s term limits law – opening the door for Bloomberg The Emperor to serve a third term. (To read that post, follow this link.)

As crazy as it sounded then, it seems even crazier now that Bloomberg has convinced the City Council to unilaterally overturn what the voters put in place. Bloomberg, it seems, feels he is the only person capable of lifting the World from the current economic crisis.

The unabashed gall and narcissistic, ego maniacal attitude that even puts this kind of thought in someone’s head astounds us. The fact that the City Council was allowed to make this decision (because it also benefits them) seems criminal.

The vote was 29 in favor and 22 against. We think it’s time for New Yorkers to start using their heads at the polls. Clearly, they should vote out the Bloomberg 29 and, of course, The Emperor himself.

The Definition of Insanity

The funniest thing about this mess (if any of it can be considered funny) is that the Bloomberg 29 and The Emperor truly believe that New Yorkers need “consistent leadership” during these tough economic times.

Hah! While we doubt the Mayor of New York and his Council could have more than a miniscule effect on the economy, it’s hilarious to us that they believe they can. This begs the question: If the Mayor and City Council can positively impact the economy, then why did they let us get into this situation in the first place?

The last thing America needs right now is “consistent leadership.” Bloomberg’s been in office for over 6 years, the average tenure in the US House of Representatives is over 9 years and the average US Senator has served more than 11 years.

Sounds to us like “consistent leadership” is what got us into this mess.

The voters spoke years ago when they created the term limit law, and Emperor Bloomberg just turned his thumb down.

89% of New Yorkers polled this month said that if the Mayor wanted to extend the term limits, he should take the issue to the polls and let the voters decide again. The Mayor, it seems, doesn’t think the voters know what’s good for them. We’re just hopeful they wake up and throw the bums out.

Leadership Lessons from Web 2.0 – eBay Fixes That Which is Not Broken

Posted on October 24, 2008 by TheManager

Leadership Means Knowing When Not To Act

Remember that great little restaurant you frequented a few years ago? You know the one; they had that terrifically tasty dish that kept you coming back again and again. Remember when they changed ownership and the new proprietors altered the recipes?

The way I remember it, the new owners removed a couple of labor-intensive dishes from the menu, watered down the lobster bisque, and changed meat suppliers. They fired a couple of key kitchen employees, whom they deemed were overpaid, and they saved thousands of dollars each week. In taking over a successful restaurant, they made some very interesting choices.

When you drive by the shuttered restaurant today you wonder why anyone would mess with success – why would they make these clearly risky moves that would eventually doom this great little restaurant?

Of course you know in your heart that if businesses fail to reinvent themselves – even cannibalize their older products with newer offerings – they could eventually go the way of the buggy whip makers. Given this, you might think that changing the recipe is okay… even recommended. As the new owners of that great restaurant learned, and as eBay is currently learning, little tweaks can have a huge negative impact.

eBay Screws with the Recipe

A few months ago, eBay decided the time was right to change a few of their recipes. As one of the few Dot Coms not to become Dot Bombs, you have to respect that their decisions were sound and in the best interest of shareholders. (For more information on eBay’s moves and the impact on its financial results, read the CNN Money story posted at this link.)

Unfortunately for eBay, their significant fee and feedback changes have led sellers to flee and buyers to purchase fewer items overall. In fact, they saw a 1% decline in gross merchandise volume last quarter versus last year. (A decline in sales for an Internet retailer is not a good thing.)

It’s not just that eBay is alienating sellers – if that was the only issue with these latest moves we would have nothing to write about. These latest moves by eBay signal a shift away from maximizing shareholder return (which should be their only goal) toward becoming some self-appointed savior of the little guy. eBay feels they have to protect everyone, all the time, especially from themselves.

eBay, it seems, is a Democrat.

Whatever Happened to Caveat Emptor?

As both an eBay buyer and occasional eBay seller, I understood that there was some risk with every transaction. As a buyer I was cautious not to leave unwarranted negative feedback for fear that the seller would crush my rating (which would negatively impact my ability as a seller to sell for the highest dollar).

Additionally, I knew that buying a $400 cell phone for $50 meant that, on occasion, I would get ripped off. It’s all part of the auction game: risk and reward. Without great risk, you cannot have great reward.

With eBay’s latest moves – designed both to reduce the number of auctions on the site and to protect buyers from unwarranted negative feedback – they’ve effectively helped competitive sites attract longtime eBay sellers. eBay officials tout that their site is now safer and easier to use.

Who said we wanted it to be safer or easier to use? There is a cost associated with perfect safety that, at least over the short term, even eBay buyers aren’t willing to pay. They had a great thing going and then they watered down the lobster bisque.

The Customer is not Always Right, but They are Always the Customer

eBay has forgotten who their customers really are. Hint: they’re not the buyers. Web 2.0 companies must deliver desirable content to survive; eBay gets this content from the sellers. Sellers make eBay great; and only with great sellers, can eBay attract buyers.

Because of their new feedback policies, which have cost sellers dearly, eBay is seeing many of their most successful merchants flee to sites like Amazon and others.

John Donahoe took over as eBay’s CEO on March 31 of this year and he had big shoes to fill. Donahoe followed the legendary Meg Whitman – an Internet icon who built eBay into the giant it is today.

Donahoe, like the new owners of that great little restaurant in your neighborhood, watered down the lobster bisque. Whether he was trying to make his mark on the company, or whether he simply felt this was the best move for eBay shareholders, his changes to the site’s policies could ultimately spell disaster for the auction giant. (If you think we’re being a little melodramatic here, remember that on the World Wide Web it doesn’t take long before “the next great thing” takes hold.)

Over 100 Years with the Same Menu

Galatoire’s – an unbelievably great eatery in New Orleans – has served the same menu for more than a hundred years. Through two World Wars, the Great Depression and several hurricanes, Galatoire’s has stood the test of time. They’ve never watered down the gumbo (they don’t serve lobster bisque) and they’ve remained true to the dishes that first put them on the map.

We’re certainly not suggesting that eBay should emulate Galatoire’s; we’re merely providing an example of success without radical change. It is possible because Galatoire’s literally babies their best customers and they’ve always worked to deliver the best.

Imagine if eBay literally babied their best sellers and always worked to deliver the best… Oh yeah, they used to before Donahoe.

Managing Up When Your Boss Refuses to Lead

Posted on October 21, 2008 by TheManager

Managing Up – Overcoming the Fear of Leading the Dullards Above You

Explaining to your boss or your boss’ boss that he/she is an idiot is never a good idea, though everyday in American business we are faced with substandard leadership and a mission at hand. How can we help move the business forward when we work for the dumbest person alive? How can we, as lower or middle level managers, effectively and efficiently help our company succeed in today’s tough economic times?

Overcoming the fear of managing up is a primary way middle managers or rank and file employees can effectively drive results through the entire organization. Of course, it’s important that these middle managers stop being a victim of their supervisor’s inadequacies. If you’re too busy crying “woe is me,” then you have your own issues to overcome before you should feel comfortable tackling those of your boss.

Your Boss Has Some Strengths, Doesn’t She?

After you grow up and quit blaming your boss for the failings of your business, understanding your supervisor’s strengths and weaknesses is the first key to unlocking the door to a more productive workplace. Clearly, you have a good handle on their weaknesses or you would have never stumbled upon this management training article. Employing a little insight and putting your personal feelings aside you’ll certainly discover that this idiot has a few strengths, as well.

Playing to their weaknesses (or trying to exploit these) will not get you from point A to point B in an expeditious manner. Rather, you need to understand their strengths – and especially what they believe they’re good at – and use these to your company’s advantage.

Perhaps your boss fancies himself a tremendously cost-conscious leader, adept at recognizing and cutting fat before it ever hits the bottom line. Perfect – you have an “in” for all the good you wish to accomplish. Manipulating (I know this word sounds bad, but it’s necessary) your speech to this person in a way that angles everything toward the bottom line will allow you to make an impact you’ve missed in the past.

Priorities are King

Your supervisor’s priorities are probably tied very closely to their strengths. That is, if they’re good at something, that “something” generally becomes the highest priority for the company. Unfortunately, when a manager is good at something, especially a senior manager, they tend to use and overuse this at every turn. You’ve heard it said that “he’s good with a hammer, so he thinks everything is a nail.”

Work to document the priorities of your boss and especially what key issues exist (in their mind). Next, determine ways to address these issues within your sphere of influence. (Your sphere of influence encompasses those precious few priorities or duties you actually control.) Working to help your boss reach some of their goals (and allowing them to be the hero) will bring you into their inner circle faster than a sycophantically-adept sprinter.

Without being obvious, it’s important to ensure your supervisors see and appreciate your involvement in helping them solve their issues. When you assist your superiors, they are more likely to reciprocate in similar ways when you need help.

Take Charge

Taking charge when your boss does not is also an ideal way to positively influence a company’s direction. Generally speaking, when a team is in need of leadership, it’s due to a lack of involvement by the top guy/gal on the team. Taking charge and delivering quality direction to the rest of the team – and even to your boss – provides the much needed vision every human worker seeks.

By taking charge in a constructive way you will become a bit of a role model to others on the team. Ensuring your style is fair and void of ego will help the team members to rally around you, and should draw praise from those above.

But, My Boss is an Egomaniacal Weeble!

We’ve all worked for the do-nothing supervisor who smacks down every attempt at independence from any of his subordinates. In these instances, you must strive to balance pleasing your boss and the driving results of the team.

Nothing will appeal more to your supervisors than anticipating their needs. Instead of providing this no-load manager with a dose of passive-aggressive production (as others do), try delivering something above and beyond.

Of course, if your boss is truly an egomaniac, it will take more than a few “great jobs” for them to include you in their master plan. Here are few steps to help you achieve the unachievable with an egomaniac do-nothing:

Perform well on every task – never assume that something you completed for your boss is “good enough:”
Be visible – this smacks against the conventional wisdom that you should keep your head down for fear of having it shot off;
Go above and beyond – if your boss asks for last week’s numbers, deliver them with a chart showing the trends for the past several weeks; and
Drop the attitude – nothing kills a management career more than a passive-aggressive approach to doing one’s job.

Are you saying I Should Kiss His Ass?

No … and, well, sort of – after all, he is the boss.

On a serious note, all managers want people who work with them, not against them. Even great leaders prefer to work with those who create the minimum amount of drama at work. We all have enough drama in our family life that we would prefer to live without it in our work life. That said, great leaders do want to be challenged.

If you were working for a great leader, you wouldn’t be reading this blog.

By providing more than your boss asks for and acting consistently, you will quickly gain a reputation for being a reliable person of integrity who can execute. In business, there is nothing more important than execution.

Once your boss identifies that you are the “go to” person in the organization, your ideas and vision will begin to permeate the organization.

It’s All About “The Boss”

Throughout your quest to manage up, never forget that in your supervisor’s mind, it might be all about him/her. Great leaders check their ego at the door, but your boss is far from becoming a great leader. Accepting this part of your position – that is, to make your boss look good – will help both your management career and your company.

By providing cover for your supervisor and taking blame when it’s not yours to take will allow you to grow in importance and influence. Over-communicating and frequently over-communicating will show most managers that you care about them and their priorities. Understand how your boss likes to communicate (via phone, email, in-person) and deliver what they want via the medium they prefer.

I Don’t Want to be a Pest

Careful, you’re slipping into the victim role here…

If you deliver value and you make sure your boss looks good while you deliver this value, you will never become a pest. However, it is important that your boss never look at you as weak or as a sycophant. A few quick tips to keep you from appearing weak or ineffective to the do-nothing boss:

Don’t waste their time – be prepared and understand their issues and the possible resolutions before you meet with your boss;
Have an opinion on everything important – recommendations, especially solid recommendations, are appreciated by the do-nothings; and
Provide adequate data – nothing moves a do-nothing off the fence more than data-based decision making.

Some Final Thoughts…

Although we may have already touched on some of these, it is vital that you think strategically, over-communicate with the underperforming manager and remain humble in the presence of your boss (especially when he/she is meeting with their boss).

As someone who thinks about the long-term, you will often be looked upon to deliver forecasts and opinions about the state of your industry. All managers want to succeed in the short-term, but great companies maximize their future. Strategic thinkers will always win above those who live only in the here and now.

Don’t be afraid of delivering too much information to the do-nothing manager in your life. In fact, there is no way to truly manage up unless you ensure they have all the data necessary to make an informed decision. Over-communication is the most underutilized techniques in middle management today. Don’t be shy and don’t be intimidated by the large corner office with a view. Businesses need information to succeed and your company needs someone like you to deliver that information.

Humility is often the most underused leadership trait today. Think about it in your life. Likely everyone you really like is humble; while you tend to tolerate those effective folks with overactive egos and you absolutely despise the blowhards who deliver nothing. Humility breeds respect, and respect is the key to managing up and managing across.

NY Times Business Best Sellers – Hardcover October 2008

Posted on October 16, 2008 by TheManager

New York Times – Hardcover Business Best Sellers – October 2008

With the economic meltdown seemingly getting worse by the day, we’re not sure how many of our readers can scrape together enough cash to purchase a Business Best Seller. For those of you with an extra $10 to $30 in your wallet, you may want to consider one of the Top 5 on the NY Times Hardcover Business Best Sellers list for October 2008. To see the complete list (and to see a great choice at Number 7 this month) follow this link.

At seven on the October list (eighth last month) is a terrific read on the most perplexing problem in business today: execution. Specifically, Six Disciplines® Execution Revolution: Solving the One Business Problem That Makes Solving All Other Problems Easier by Gary Harpst deals with businesses’ inability to execute strategy – a decent deal this month at $10.15 on Amazon.com. To learn more about this book, follow this link.

While there are some great reads among the 15 on this month’s list, truly none of them are as valuable for Leadership Development as the ten books featured in the AskTheManager.com’s Top Ten Leadership Books of All Time. To see our list, follow this link. There is one book on this month’s list that came close to cracking our own Top 10. Now, Discover Your Strengths, by Marcus Buckingham and Donald O. Clifton; number four this month and priced at a bargain $19.80 on Amazon. This book delivers great lessons in both leadership development (for you) and people development (for your team).

This Month		Last Month
1	HOT, FLAT, AND CROWDED, by Thomas L. Friedman. (Farrar, Straus & Giroux, $27.95.) How a green revolution can renew America, by the New York Times columnist.
2	THE FIRST BILLION IS THE HARDEST, by T. Boone Pickens. (Crown Business, $26.95.) An account of Pickens’s career and his views about energy policy.
3	THE 4-HOUR WORKWEEK, by Timothy Ferriss. (Crown, $19.95.) Because life isn’t all about work. (†)	1
4	NOW, DISCOVER YOUR STRENGTHS, by Marcus Buckingham and Donald O. Clifton. (Free Press, $30.) How to identify and develop your talents and those of your employees. (†)	3
5	BAD MONEY, by Kevin Phillips. (Viking, $25.95.) How the financial sector has hijacked the American economy, aided by Washington’s ruinous faith in the efficiency of markets.