Reddit reviews Sales Manager Survival Guide: Lessons From Sales' Front Lines

Here's some useful things I give to new sales managers/heads of sales:

http://hivemind.innovationcompany.co.uk/presentation/sales-management (this is my sales management model) - ignore the squashed design for now, it's being designed, but click on the hexagons to delve deeper - very useful info for a new manager. Resize your browser window to make it look "right".

Again, for the sales team, get them to understand the power of questions - SPIN is amazing, but get them to read about Sharon Drew Morgen (Neil Rackham's great ally - he loves her, but other sales gurus don't - long story, but Rackham is right and they're wrong)

http://antholo.net/tag/sharon-drew-morgen - some great info here about her and her thoughts - she's the best kept secret in the world of sales.

http://antholo.net/tag/spin - Collection of SPIN Selling reviews/overviews (some of them are better than reading the book)

http://hivemind.innovationcompany.co.uk/presentation/sales-questions - my HiveMind about sales questions

Dave Brock's sales management book is essential. Quite new and brilliant - he's an expert with sales management stuff:
https://www.amazon.com/Sales-Manager-Survival-Guide-Lessons/dp/0997560207

My personal suggestion would be no sales seminars, but get him to read everything that Sharon Drew Morgen writes about questions and use the links above to the books and guides.

Hope that helps :)

Sales Manager Survival Guide - David A Brock