On Our Nightstand: Engage Me, by Kevin Higgins

A self-proclaimed “sales effectiveness source” writes down vital strategies you should know.

Studies from Dale Carnegie Training and MSW Research reveal that 80 percent of employees are dissatisfied with their direct manager and are disengaged as a result. What’s more, $11 billion in revenue is lost annually due to employee turnover and disengaged salespeople. Meanwhile, companies with actively engaged employees outperform those without by up to 202 percent. Clearly, direct managers need to focus on engaging their employees to ensure they not only stay with the company, but also thrive in their positions.

“The highest point of leverage in a sales organization is with the sales managers,” according to Kevin Higgins, CEO of Fusion Learning, an international sales training organization based in Canada. “If a company has a dollar to invest in development, it should be invested in their sales managers.”

To provide managers with the skills they need to drive sales development, Higgins wrote “Engage Me: Strategies from the Sales Effectiveness Source.” This how-to guide is full of easy-to-follow advice on attitude, skills and sales management disciplines. It outlines best practices being implemented at Fusion Learning, addresses how to create a great sales culture and teaches readers to focus on progress instead of perfection. “Engage Me” is available for purchase at and from Rainy Day Books in digital format by clicking the image below.

 Story by Alex Sher