Driven: A Manager's Field Guide to Sales Team Optimization

by Mason Donovan

Sometimes a single experience forces you to bring into focus everything you ever knew about your profession, to synthesize it, retool it, repurpose it, and train it on the acute needs of the immediate situation. These experiences bring out the best you have to give, because they require you to be resourceful, creative, flexible, and innovative. Suddenly, all the wisdom of those from whom you have learned over the years, and all the lessons wrung from all the tough jobs and difficult people and impossible clients you've ever wrestled with, all of these, viewed through the lens of this single experience, reveal clearly a model constructed of the simplest principles, and coming as close to timeless truths as we're likely to get in the sales business. DRIVEN is a compilation of these basic winning principles. Hopefully, it will bring you as much success as it did for me."Mason Donovan captures vitally important core principles of sales management in an easy to remember mnemonic. The revolving door of sales reps in many companies may be slowed by taking the approaches Mason outlines in DRIVEN. This book might make the difference between being a Sales Manager and a Sales Leader." Michelle Abbey, CEO of TMP Worldwide Advertising and Communications, LLC"It is obvious that the author has "been there and done that" and has risen to the top in his field because of his hard work and incisive approach to handling challenges. I admire the patience Mason exhibited when he took on new assignments. No quick "blood baths." This book should be kept in our desks for future reference." Ed Armstrong, President of Snowman Printing, Author of PENITENCE"DRIVEN is a refreshingly practical, real-life sales management book. Mason uniquely blends traditional and modern approaches to deliver superior sales results. Implementing principles outlined in the book will drive performance of any sales team to the next level." Jindrich Liska, CEO of Jobmagic

110 pages, Kindle Edition

First published March 1, 2011

About the author

Mason Donovan is a principal at The Dagoba Group, an integrated global Diversity and Inclusion consulting practice that helps leaders take tangible steps to enhance inclusion and optimize teams. Mason has over a decade of experience consulting clients in the areas of talent acquisition, performance management and leading inclusive teams, including working with over half of the Fortune 1000 companies on talent acquisition and management initiatives. He has also represented the US Government and the State of Florida on a commercial and diplomatic basis in EMEA. Mason is co-author of The Inclusion Dividend: Why Investing in Diversity & Inclusion Pays Off, which provides an actionable framework for companies to tap the bottom-line impact that results from an inclusive culture, and the SET for inclusion: An Underlying Methodology for Achieving Your Inclusion which will guide leaders, whether they are a top level executive, middle manager, or individual contributor, by applying the SET framework to lead inclusively. He is also author of The Golden Apple: Redefining Work-Life Balance for a Diverse Workforce (Sept 2016), which is dedicated to solving one of today's most pressing workplace challenges, and Driven: A Manager's Field Guide to Sales Team Optimization.

Mason earned a Masters in International Business from Webster University in The Netherlands and a Bachelors in International Relations from the University of Mary Washington in Virginia.