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There is a lot to like in the latest book we are reviewing, Nonstop Sales Boom<\/a>,<\/em> by Colleen Francis.<\/p>\n First of all, this is not simply a sales book. This is a book about avoiding the boom-bust cycles that are a major stress on many businesses and creating systems that will drive consistent business growth over the long term.<\/p>\n Second of all, this book is not written by a sales consultant who sits on the sidelines theorizing. Having worked with Colleen in several accounts, we know that she rolls up her sleeves and applies these systems and techniques to deliver real results.The book\u00a0picks\u00a0up where Francis\u2019 last\u00a0book, Honesty Sells<\/em>, left off and\u00a0there is a theme of transparency and\u00a0partnering with customers to\u00a0make real\u00a0contributions to their success. Over the years, I have read hundreds of sales books, and the\u00a0value of integrity is critical for me to appreciate any of a book\u2019s\u00a0contents.\u00a0Life is too short for tricks, manipulations or anything other than helping others be successful, particularly paying customers.<\/p>\n There is a mix of classic and progressive sales advice in this book, but where Nonstop Sales Boom\u00a0book really excels is providing common-sense and actionable advice\u00a0in the context of a modern sales world where buyers have unprecedented access to information which translates to leverage over competing sellers.<\/p>\n Booming Companies<\/strong><\/p>\n Francis argues that top performing sales teams and companies share several key characteristics:<\/p>\n Business Growth<\/strong><\/p>\n Sales leaders and business owners interested in long term growth, will find a couple of key\u00a0concepts presented in the book:<\/p>\n Sales Radar<\/strong> \u2013 to compliment the sales funnel, the Sales Radar, characterizes prospects more holistically as business growth opportunities rather than the way they are traditionally tracked, as individual transactions. There are four quadrants in the Sales Radar \u2013 Attraction, Participation, Growth and Leverage \u2013 and the book is organized around each of these concepts.<\/p>\n Ubiquitous Prospecting<\/strong> \u2013 Never more relevant than now is the\u00a0adage that people like to buy, but don\u2019t like to be sold<\/em>. In this context, driving demand and creating the conditions for buying are critical. Colleen presents a model for companies and sales people to achieve high visibility with ideal customer prospects,\u00a0including direct methods such as cold calling and email as well as indirect methods such as social media and speaking.<\/p>\n The book rounds out with a section on the organization and support required for ongoing sales growth. Francis expresses the importance of enforcing a high performance culture, suggesting that \u201csales managers who do not enforce high performance are the worst performers of all\u201d and that sales managers need to be diligent about\u00a0weeding out under-performers from the sales force \u2013\u00a0\u201cfind the best, remove the rest.\u201d<\/p>\n With lots of real world examples to support her ideas and actionable advice, Francis\u2019s book is a must read for sales managers and business leaders interested in achieving long term growth and success.<\/p>\n Find Colleen Francis on the web at Engage Selling<\/a> and on Twitter at\u00a0@EngageColleen<\/a>. You will also find\u00a0her book on Amazon via the link below.<\/p>\n\n