The Sales Manager Playbook: The Proven Step-by-Step Guide to Becoming the Ultimate Automotive Sales Manager

The missing manual for one of the toughest jobs in the dealership.

You don’t get a manual when you’re promoted to sales manager. You get a new title, a desk, and a whole lot of pressure.

The Sales Manager’s Playbook is that missing manual — a clear, practical guide to becoming the kind of leader who builds a team that can win month after month.

Drawing on four decades on the floor and behind the desk, James B. Denney shows you exactly how to make the shift from “top salesperson” to true sales leader: the person who hires, coaches, develops, and keeps high‑performing people.

This isn’t another book about word tracks or closing tricks. It’s a real‑world playbook for:

• Redefining your job from selling cars to building sellers

• Fixing what’s broken in your first 90 days

• Building a team that performs even when you’re not in the room

You’ll learn how to:

• Hire for the traits that actually predict success

• Run a 30/60/90‑day plan that turns new hires into producers

• Coach a struggling rep without guessing or hoping

• Build a daily plan that rewards the right behaviour

• Know when to step back so your team can run without you

Whether you’re a new manager or a seasoned leader looking to sharpen your structure, The Sales Manager’s Playbook gives you the clarity, confidence, and systems to lead a team that performs — consistently.