This book is absolutely useless. Doesn't teach you a thing about sales. The content given in the book is worthless to a sales manager. Managing your team, their expectations and motivating them is something that you learn with time and exposure. You don't learn all that from a book. Forming new territories , quota planning is again something that is part of your on the job training. It would have been better if the basics of sales, sales channels and kind of profiles one gets to work post -MB...