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Brock: I think they are struggling, partly because organizations are running so lean, that everyone is time poor and has too much to do. So the workloads and the complexity we lay on all our people are overwhelming. Beyond that, we don’t see a lot of good training, development, and coaching for managers. Somehow, top execs think managers can figure it out. But they need huge amounts of development and coaching to be effective with their teams. Too few top executives and organizations have this as a priority. I hope to start fixing that with having top execs read this book, and its follow-up, Sales Executive Survival Guide, coming Spring 2017.
Beaulieu: Did you work with a lot of other sales professionals?
Brock: In the course of a year, I work directly with 100s to 1000s of sales execs, managers, and sales people. We also work with all sorts of sales organizations, whether its field direct sales, inside sales, channel partners of all forms from SIs, VARs, manufacturing reps, and distributors. In my speaking and blogs I reach and engage tens of thousands more. While I’m not directly involved in all of them, we conduct training programs through our clients that over 100K sales people participate in each year.
Beaulieu: I notice that you offer other tools and help on your website. Can you share something about that?
Brock: We try to provide a variety of thought-provoking white papers, tools like checklists, templates and other things to help people perform more thoughtfully and more effectively. They run the gamut of business strategy, partnering, sales, marketing and leadership, and other tools.
Beaulieu: When did you start writing this book and how long did it take you?
Brock: I started about a year ago, in roughly May–June 2015. It took me about six to seven months to come up with the first draft, then my editor and I sat down and started refining it to the final product.
Beaulieu: How was the writing process for you?
Brock: I’m a very early morning person. So I sat down for 2−3 hours every Saturday and Sunday and wrote. I had most of the ideas in my head, so it was just getting them on paper in a readable and interesting form.
Beaulieu: Can you tell me a little more about your next book?
Brock: The Sales Executive Survival Guide looks at the overall organizational perspective and the challenges of getting an organization to perform at the highest levels possible.
Beaulieu: David, this has been a pleasure, do you have any last comments before we wrap this up?
Brock: First, thanks for asking me to sit down for this interview. I’m very flattered by the request and hope this provides some insight to the audience. Hopefully, it has piqued their curiosity and they will buy and read the book. Second, if any of your readers want more information or to contact me, the best places are my blog: partnersinexcellenceblog.com, through LinkedIn, on Twitter @davidabrock, or through email at dabrock@excellenc.com, or through phoning me at +1-949-887-9946. Thanks so much for this opportunity. I really appreciate it.
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