Lee B. Salz is President of Sales Dodo and author of Soar Despite Your Dodo Sales Manager. He founded Sales Dodo with the fundamental purpose of helping companies remain competitive in the ever-changing business world. Adapt and Thrive! Those who fail to adapt become extinct, just like the dodo bird of ages ago. Many laugh at the use of the word “dodo,” but there is nothing funny about a business losing its competitive edge due to unmanaged change.

One of the areas where Salz has found companies failing to adapt and change is in their sales organization. In his newly released book, Soar Despite Your Dodo Sales Manager, Salz tackles the issue of the disconnect between salespeople and their managers head on. This gap is caused by the belief that great salespeople can be hired and will be successful without any company-provided support systems or structure.  At the other end of the spectrum, these same companies promote salespeople to sales managers and provide little to no training for this new role. Most sales managers are not equipped to build a successful, scalable sales organization thus creating this sales chasm.

As a result of this flawed approach, businesses lose millions of dollars in unrecognized revenue. They have left salespeople to their own devices to figure out “success.” Salespeople, however, must have support systems provided by the company in order to meet their true potential The challenge is that most sales managers are not equipped or trained to provide this critical framework.  A chain reaction occurs as most sales people under-perform, get frustrated, and leave their employer creating high turnover costs and lost revenue.

In his book, he bridges the gap between salespeople and their managers. The book empowers salespeople by providing structure, guidance and support for them so they can create their own sales system which he refers to as sales architecture®. Told in a mentoring style, the book provides focus to an entire sales organization, helping them become self-sufficient and enabling them to perform at levels they never thought possible. It is with this new toolset that salespeople adapt and thrive.

Salz has spent over 15 years helping companies adapt and thrive. He has successfully differentiated seemingly commoditized products and services in a wide array of industries resulting in record revenues and profits for companies ranging from Fortune 1000 to small start-up ventures.

Lee is active in the speaking circuit sharing his message of adapt and thrive with business executives and salespeople. He received his Bachelor of Arts degree from Binghamton University in 1992. He resides in Minneapolis, Minnesota with his wife and three children. Lee grew up in the New York/New Jersey area, and lived in the Washington D.C Metro area for ten years prior to moving to Minneapolis. 

He can be reached at lsalz@salesdodo.com or via his website at  www.salesdodo.com for sales consulting, speaking, or training.