J. S. Kimmel: From Managing to Leading, Kartoniert / Broschiert

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Are you hitting a performance ceiling that metrics alone can't break?

In the high-stakes world of corporate sales, the default setting is control. We track every dial, monitor every pipeline, and obsess over the dashboard. But there is a silent crisis brewing in modern sales cultures: the gap between compliance and commitment . While management keeps the machine running, only true leadership can ignite the potential of the people behind the numbers. In From Managing to Leading, seasoned expert J. S. Kimmel delivers a provocative and practical roadmap for sales directors ready to stop chasing quotas and start inspiring legacies.

Shift from Transactional Management to Transformational Leadership

Many sales leaders feel the relentless pull of the spreadsheet, losing the human element in the noise of quarterly targets. This book challenges the old command-and-control model, proving that authority tells people what to do, but influence makes them want to do it. Kimmel explores the "soft" skills that drive hard results-empathy, vulnerability, and emotional intelligence-reframing them as the high-performance engines they truly are. You will learn how to transition from a manager who monitors output to a leader who cultivates an environment where high performance is the natural byproduct of trust.

Inside this comprehensive guide, you will discover:

• The Power of Influence vs. Authority: How to earn genuine cooperation that outlasts any single quarter.
• Emotional Intelligence (EQ) in Sales: Using self-awareness and empathy to navigate high-pressure market landscapes.
• The GROW Model for Coaching: Practical frameworks to move from fixing problems to developing people.
• Building Psychological Safety: Why the best reps stay when they feel safe enough to take risks and fail.
• The Balanced Leadership Scorecard: A new way to define success that goes beyond the bottom line.

Build a Team That Thrives Under Pressure

Sales leadership can swallow you whole if you let it. From Managing to Leading provides the tools to stay grounded, handle burnout, and maintain momentum even when the market is uncertain. With 56 focused chapters and actionable reflection questions, this book is designed to pull you out of passive reading and into active growth. Whether you are a VP of Sales or an aspiring director, you will learn to build a resilient, self-sustaining culture that thrives on human-centered growth.

Your legacy won't live in a dashboard; it will live in the careers of the people you lead. Stop managing the numbers and start leading the people who generate them.