Press Releases

Sales Readiness Group’s Managing Directors to Release “The High-Impact Sales Manager” Book on May 16, 2016

Book_Cover_Graphic.pngSEATTLE, WA – Sales Readiness Group’s Managing Directors Norman Behar, David Jacoby, and Ray Makela, will be releasing “The High-Impact Sales Manager” book on May 16, 2016 (now available for pre-order). This book draws on over 30 years of personal experience and Sales Readiness Group’s proven sales management training methodology. 

Norman Behar notes that “most sales managers have a difficult time transcending the daily grind and unlocking the full potential of their sales teams. In contrast, the High-Impact Sales Manager learns how to manage, coach, motivate, and empower their teams to achieve unparalleled success.”

The High-Impact Sales Manager is a highly practical guide that provides sales managers with the systems, processes, skills, and techniques to:

  • Hire the best people and hold them accountable.
  • Manage sales performance by focusing on the underlying behaviors that drive results.
  • Manage the sales pipeline and produce accurate sales forecasts.
  • Provide personalized sales coaching that results in better skills and hire win rates.
  • Lead, motivate, and inspire their sales team.

“For anyone who wants to achieve increased levels of success in sales management, this book should be on your required reading list” says Gerhard Gschwandtner, founder and publisher of Selling Power Magazine.

About the Authors

Norman Behar is a proven sales leader with over 25 years of CEO and senior sales management experience. He is recognized as a thought leader in the sales training industry, and has worked with clients in a wide range of industries including financial services, healthcare, technology, manufacturing, and distribution. Norman's white papers and blog posts are frequently featured in leading trade publications. Previously, Norman served as President and CEO of Catapult, Inc., a leading provider of personal computer training services, where he oversaw operations and managed growth prior to the company's acquisition by IBM. Norman received his B.A. from the Foster School of Business at the University of Washington, where he graduated Summa Cum Laude.

David Jacoby has extensive experience developing and implementing innovative sales training and sales leadership development solutions for clients. David is a thought leader in instructional design and the use of innovative technologies to deliver industry leading online sales training programs. Previously, David has served as Vice President of Business Affairs of Xylo, Inc., where he was responsible for the Company's business development, sales operations, legal affairs and financing activities. Before joining Xylo, David was a corporate attorney with Skadden, Arps, Slate, Meagher & Flom LLP, where he practiced in the firm's mergers & acquisitions group. David received his J.D. from the Columbia University School of Law, where he was a Harlan Fiske Stone Scholar, and received his B.A. from the University of Washington, where he graduated Summa Cum Laude.

Ray Makela has over 25 years of management, consulting, and sales experience. As a Managing Director at Sales Readiness Group, Ray currently oversees all client engagements. Previously, Ray served as Chief Customer Officer (CCO) at Codesic Consulting, where he was responsible for business development, managing customer relationships, and the development and implementation of Codesic's sales-training initiatives. Ray has also held management positions at Accenture and Claremont Technology Group where he was a management consultant in the Change Management practice. Prior to his consulting career, Ray served as a Division Officer and NROTC Instructor in the US Navy. Ray earned his B.A in Speech Communications from the University of Washington and an M.P.A. in Public Administration and Information Systems Management from the University of Southern California.

About Sales Readiness Group, Inc

Sales Readiness Group (SRG) is an industry leading sales training company that helps companies develop highly effective sales organizations. Our solutions include comprehensive sales training, sales coaching, and sales management programs that deliver sustainable skills improvement.