49 pages • 1 hour read
Matthew Dixon, Brent AdamsonA modern alternative to SparkNotes and CliffsNotes, SuperSummary offers high-quality Study Guides with detailed chapter summaries and analysis of major themes, characters, and more.
Dixon and Adamson discuss the frontline sales manager’s role in affecting change at an organizational scale. One of the major hurdles companies face is that many managers lack the skills required to manage business transformations, much less succeed in their position.
The authors turn to the Sales Leadership Diagnostic, a behavioral survey the SEC conducted that determined the world-class manager profile based on key attributes. The SEC found that high-performing managers required fundamental skills such as reliability and integrity, that high-performing representatives were not necessarily high-performing managers, and that knowledge of a star manager profile could enable companies to execute the candidate selection process more effectively.
Star manager attributes fall under three umbrellas: