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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.- Sales Rank: #18935 in Books
- Brand: Amacom
- Published on: 2015-10-21
- Original language: English
- Number of items: 1
- Dimensions: 9.10" h x 1.10" w x 5.90" l, 1.05 pounds
- Binding: Hardcover
- 224 pages
Review
“...whether you’re a beginning sales manager, an experienced sales manager trying to improve an underperforming team, or a successful sales manager…this book is for you.” --Jack Malcolm blog
“I can think of no better gift a sales manager can give to herself that buying, devouring, highlighting, annotating the book.” --Partners in EXCELLENCE Blog
“Sales Management. Simplified. is entertaining and completely real…I could fill, well, a book, with the observations, quips and insights that Mike provides (so buy the book).” --The Demand Creator Blog
“Sales Management is not for the timid, and Mike Weinberg has put together a great how-to and how-not-to guide on the subject.” --KiteDesk
"..no B.S., take-no-prisoners advice and methods for building, coaching, managing and getting the most from your sales team." --Art Sobczak, Smart Calling
"Mike has a great voice—rich experience and insight delivered with the punch of a stand-up comic." --The Whale Hunters
“…common sense prescription for building and managing high performance sales teams, with no silver bullets, short-cuts, or fads – it’s blunt and reinforces the idea that less is more.” --Peak Sales Recruiting
“This book tops our list for the new VP Sales…Weinberg’s guide for sales executives is a must-read.” --Peak Sales Recruiting
"Whether you’re a sales manager, a C-suite executive or a sales rep…I highly recommend Sales Management. Simplified. I review tons of sales books and this is one of the best I have ever read." --Omaha World Herald
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.
From the Back Cover
Advance Praise for Sales Management. Simplified.
“This is arguably the best book that has ever been written on sales management.”— From the foreword by Jeb Blount, CEO of Sales Gravy, and author of People Follow You
“In Sales Management. Simplified., Mike Weinberg has written more than a great sales management book; he’s crafted a no-nonsense, step-by-step guide for sales success.”— Chris Pflueger, Vice President, Business Development, RE/MAX World Headquarters
“Your sacred cows will be slaughtered, and conventional wisdom turned on its head. Weinberg, in his blunt, inimitable take-no-prisoners style, offers no quarter. You are going to change what you believe as a sales leader. You are going to change what you do. And you are going to be thankful for the better results you produce.”—Anthony Iannarino, speaker, author, sales leader
“An absolute must-read for leaders at every level! Whether you’ve been a sales leader for years or just starting out, Sales Management. Simplified. provides the framework to dramatically improve your team’s performance and overall culture. Just executing the inspiring call to action in Chapters 20–22 will produce the best ROI of your career.” —Khris Stillman, Director of Sales, National Distribution, Verizon Wireless
“Mike Weinberg cuts through the crap, makes you laugh, and teaches the fundamental of sales leadership all at the same time. This book is absolutely jammed with entertaining, essential advice that Will. Help. Your. Team. Sell. More.”—Matt Heinz, President, Heinz Marketing, Top 50 Sales and Marketing Influencer
“Sales Management. Simplified. is a wake-up call for all executives, not just sales leaders. Mike Weinberg shares the “blunt truth” about the problems in sales organizations with real-life examples that will make you laugh (or maybe cry). Then he delivers a blueprint for change. Take Mike’s challenge to heart. Put his sales management framework into action. Enjoy the positive results that follow.” —Mark Peterman, CEO, Cornerstone Solutions Group, Inc.
“Sales Management. Simplified. is a valuable road map to profitably grow sales. Starting with creating the right sales culture, we are implementing Mike Weinberg’s three clear principles of sales management to help us become the dominant leader in heavy-duty trucks.” —Stephen Roy, President, Mack Trucks, NA
Most helpful customer reviews
13 of 14 people found the following review helpful.
Buy one for everybody
By Barbara Weaver Smith
If you’re a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or if you’re the manager of operations or finance or marketing or customer service or R&D or human resources at a company that has a sales manager, please buy this book, read it right away, and start handing out copies to everyone in your company who ever expresses an opinion about the performance of the sales team.
It’s directed to the sales manager, but that guy or gal lives inside a culture with a lot of other culprits as well, so pass it around.
I’m not usually a fan of books that spend a lot of time documenting the problem. Too often they’re collections of cheap shots by someone who just wants to show off. But this is an exquisitely pointed but good-natured collection of stories about how poor sales management causes trouble for your company, organized into 16 sales management flaws and the specific kinds of trouble that they cause.
Honestly, if you only read Part One, “Blunt Truth from the Front Lines,” and swear out loud “I’ll never do THAT again!” after each chapter, you’d make great progress. But to be safe, I recommend you go ahead with Part Two, which is all the practical help you'll ever need.
Mike has a great voice—rich experience and insight delivered with the punch of a stand-up comic. You can’t make this up. And he didn’t. It’s all real, all the way through.
8 of 8 people found the following review helpful.
The Most Important Book Ever Written on Sales Leadership
By Jeb Blount (People Buy You)
I wrote the foreword to this book because I believe deeply in Mike's message about sales leadership. I'm writing a review because I want you click the buy button and read this book.
On any sales team, the sales manager is the pivot point - the most important part of the equation. Great sales managers build sales teams that are fun to be a part of, develop the next generation of leaders, and consistently perform at the highest levels. Poor sales managers have high (and costly) turnover, destroy sales culture, and create a toxic and depressing work environment.
You can be better. You can attract, develop, and retain top talent. You can have more fun. You can make your number today and every day. In Sales Management Simplified Mike delivers the formula for excellence in sales leadership. It is straightforward, easy to understand, real world, and makes sense. It is also delivered by an author who has real world experience leading salespeople in the trenches.
I've spent the last 20 years of my life building and leading high-performing sales teams. I travel the globe advising many of the world's top companies on what they need to do to build high-performance sales cultures. It is from this perspective that I tell you that Sales Management Simplified is the most important book ever written on sales management. Take my word for this and click the buy button. I promise that you will feel the same once you get this incredible book in your hands.
Jeb Blount, author of Fanatical Prospecting and People Buy You
6 of 6 people found the following review helpful.
One of the best sales leadership books I've ever read!
By John B. Spence
I have read more than 120 business books a year for the last 28 years, a vast majority of them on sales and sales leadership, and I would count this book in the top five sales books I've ever read. If you are sales manager, or the owner/president of a company that has a sales team, you absolutely must read this book. The best way I can describe it is as a crystal-clear mirror that will reflect back to you exactly what your sales problems are and exactly how to fix them. If you read this book with an attitude of total self-honesty and a strong desire to improve, you will learn things in this book that will take your sales team to a completely new level of success. I am now going to recommend this book to every sales leader I work with, it's like having a top level consultant diagnose all of your sales problems and give you a strong and focused prescription on how to deal with them. I give this book my highest personal recommendation.
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