Sales Management. Simplified.

Mike Weinberg

4.37

1,291 ratings by Goodreads

9781511366533: Sales Management. Simplified.

ISBN 10: 1511366532 ISBN 13: 9781511366533

Publisher: Audible Studios on Brilliance Audio, 2016

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Because managing sales doesn't have to be so complicated.

Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer—and it's one that may surprise you. Typically the issue lies not with the sales team—but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance.

In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: With the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field, this book helps you:

Implement a simple framework for sales leadership
Foster a healthy, high-performance sales culture
Conduct productive meetings
Create a killer compensation plan
Put the right people in the right roles
Coach for success
Retain top producers and remediate underperformers
Point salespeople at the proper targets
Sharpen your sales story
Regain control of your calendar
And more

Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.

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Book Description:

Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer—and it’s one that may surprise you. Typically, the issue lies not with the sales team—but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance.

In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field, this book helps you:

Implement a simple framework for sales leadership � Foster a healthy, high-performance sales culture � Conduct productive meetings � Create a killer compensation plan � Put the right people in the right roles � Coach for success � Retain top producers and remediate underperformers � Point salespeople at the proper targets � Sharpen your sales story � Regain control of your calendar � And more

Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.

From the Inside Flap:

With more sales tools, toys, gimmicks, and processes available than any of us know what to do with, and the deafening noise from today’s supposed sales “experts,” why are sales managers and executives working harder yet are more frustrated than ever? And why do so many sales teams continually underperform? When did sales get so . . . confusing?

If you’re searching for the answer to why your sales force misses the mark, the answer may surprise you. More often than not, the issue doesn’t lie with the sales team, but with how it’s being led.

Is it possible you’re unknowingly under-mining your company’s sales effort? In Sales Management. Simplified., expert sales consultant Mike Weinberg offers blunt truth from the front lines, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales leaders. Providing a simple, actionable framework you can adopt to create dramatic and lasting sales performance improvement, Sales Management. Simplified. shows you how to:

Create a healthy, high-performance sales culture � Increase accountability without being a hostage to your CRM � Fix your ineffective compensation plan � Conduct productive meetings that align, equip, and energize your team � Put the right people in the right roles � Coach for success � Retain top producers and quickly remediate or replace underperformers � Sharpen your sales attack � Regain control of your calendar to focus on high-value activity that moves the revenue needle � And more

Blending blunt, practical advice with funny stories from the field, Weinberg tackles topics ranging from how company leadership can divert and distract sales managers from their primary jobs, to senseless compensation plans that reward salespeople for babysitting customers acquired years ago.

The book challenges you to radically reorient your calendar to maximize time spent on high-value activities, and gives you practical tips to significantly ramp up accountability without coming across as a micromanager or demotivating your people. You’ll discover practical, game-changing answers for how to point your team toward strategic targets, arm them with the weapons necessary to win, and monitor the battle in real time.

Are you ready for a high-performance, results-focused, winning sales team with solid leadership, smart talent management, a strong sales culture, and a sound sales process? Let this book be your wakeup call to take a long look in the mirror and see why your sales team isn’t as effective as it could be. Long on solutions and short on platitudes, Sales Management. Simplified. delivers the straight truth and practical help you need to succeed.

MIKE WEINBERG is founder and president of The New Sales Coach, a consultancy specializing in sales management and new business development. He is the author of the popular book New Sales. Simplified.

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