21 Lessons Learned in Sales Management

AUTHOR TED KULAWIAK PRESENTS a unique approach for improving sales management skills. Based on his long, high-profile career in sales, sales training, and sales management, each lesson is illustrated using Ted's personal experiences, developed through individual stories, along with current relevant sales management situational examples, each emphasizing a critical managerial skill set. The concepts presented here will form a solid foundation for any manager, although the main topic of the book is sales management.

Ted Kulawiak holds a BS in journalism from Northern Illinois University, and an MBA from the Keller Graduate School of Management. After teaching graduate level classes in sales and advertising management for six years at Keller, Ted earned an Executive Certificate in Leadership and Management from the University of Notre Dame. He held senior sales management and training positions in the advertising and media sales industry, selling television, direct mail, outdoor, and newspaper advertising space over the course of 25 years, the majority of which he spent working for the 3M Company.

Since then, Ted has enjoyed an 18-year career in higher education, currently as the president of Ted Kaye Sales and Enrollment Management Training based in Austin, Texas. Previously he was the vice president of enrollment at Westminster College in Missouri, as well as at Bisk Education, an online program management company in Florida, and at DeVry, Inc., in Illinois where he led the online admissions efforts for DeVry University, Keller Graduate School of Management, and Chamberlain College of Nursing.

Ted is an avid sports enthusiast, has coached youth ice hockey, and enjoys hacking around the golf course whenever possible.