Sales Management. Simplified.

Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals-in your time, on your terms.Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies 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 can unknowingly undermine performance.Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed.In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed.Managing sales doesn't have to be complicated, and the solution starts with you!

'Mike's book does exactly what it needs to for executives: Part One unsettles you by holding a mirror uncomfortably close while Part Two delivers a SIMPLE, straightforward plan to improve your sales team.' --Bill Hinderer, President, Tacony Corporation

Auteur

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.

Texte du rabat

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

Résumé

Packed with case studies, *Sales Management. Simplified. *offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms.

Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies 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 can unknowingly undermine performance.

Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed.

In Sales Management. Simplified., Weinberg teaches managers how to:

• Implement a simple framework for sales leadership
• Foster a healthy, high-performance sales culture
• Conduct productive meetings
• Put the right people in the right roles
• Retain top producers and remediate underperformers
• Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed.

Managing sales doesn't have to be complicated, and the solution starts with you!

Contenu

Contents

Foreword by Jeb Blout

Introduction

Part OneBlunt Truth from the Front Lines: Why So Many Sales

Organizations Fail to Produce the Desired Results

Chapter 1As Goes the Leader, So Goes the Organization

Chapter 2A Sales Culture Without Goals is a Sales Culture Without Results

Chapter 3You Can't Effectively Run a Sales Team When You're Buried in Crap

Chapter 4Playing CRM Desk Jockey Does Not Equate to Sales Leadership

Chapter 5You Can Manage, You Can Sell, But You Can't Do Both at Once

Chapter 6A Sales Manager Either Wants to Make Heroes or be the Hero

Chapter 7Sales Suffer When the Manager Wears the Fire Chief's Helmet

Chapter 8The Trouble with One Size Fits All Sales Talent Deployment is that One Size

Does Not Fit All

Chapter 9Turning a Blind Eye to the Perennial Underperformer Does More Damage

Than You Realize

Chapter 10 COMPensation and COMPlacency Start with the Same Four Letters

Chapter 11 An Anti-Sales Culture Disengages the Heart of the Sales Team

Chapter 12 The Big Ego Senior Executive "Sales Expert” Often Does More Harm than

Good

Chapter 13 Entrepreneurial, Visionary Leaders Forget that Their People Can't Do What They Can Do

Chapter 14 The Lack of Coaching and Mentoring Produces Ineffective Salespeople

Chapter 15 Amateurish Salespeople Are Perceived Simply as Vendors, Pitchmen and

Commodity Sellers

Chapter 16 Sales Leaders Chase Shiny New Toys Searching for the Magic Bullet

Part TwoPractical Help and a Simple Framework to Get Exceptional Results from

Your Sales Team

Chapter 17 A Simple Framework Provides Clarity to the Sales Manager

Chapter 18 A Healthy Sales Culture Changes Everything

Chapter 19 Sales Managers Must Radically Reallocate Their Time to Create a Winning

Sales Culture

Chapter 20 Regular 1:1 Results-focused Meetings Between Sales Manager and Each

Salesperson Will Transform Your Sales Culture

Chapter 21 Productive Sales Meetings Align, Equip, and Energize the Team

Chapter 22 Sales Managers Must Get Out in the Field with Salespeople

Chapter 23 Talent Management Can Make or Break the Sales Leader

Chapter 24 Strategic Targeting: Point Your Team in the Right Direction

Chapter 25 The Sales Man…