Sales Management. Simplified.
The Straight Truth About Getting Exceptional Results from Your Sales Team
On Sale: 10/21/2015
Before blaming your sales team, take a look within. What costly mistakes is management making?
About the BookEvery day, expert consultants like Mike Weinberg are called on by companies large and small to figure out why their sales departments are falling short. Is it lazy and ineffective salespeople? Is it outdated methods of client building? Why are these team members not producing as they should? And more often than not, the answers are not what they expected: the issue lies not with the sales team . . . but with how it is being led.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. In most organizations he has been hired as a consultant, he has found that through their attitude and actions, senior executives and sales managers have unknowingly been undermining the performances of their employees. But the good news is, that with the right guidance, results can be transformed. In this invaluable resource, 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• And much moreBlending blunt, practical advice with funny stories from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. The solution starts with you!
'If you want a clear and concise overview of exactly what you need to do to run a superstar sales team, this is the book for you. Mike takes his years of experience and shares with you his best ideas on how to make successful sales management...simple. I highly recommend this book to anyone in sales.' --John Spence, Top 100 Business Thought Leader in America, and author of Awesomely Simple
'Weinberg has clearly and simply laid out the recipe for success in sales management in this easy-to-read and easy-to-follow common sense book. I will be distributing it to all my fellow business owners and clients as mandatory reading for growth and profit improvement.' --Gina Hoagland, President, Collaborative Strategies, Inc.
'This is the first blunt, spot-on sales management book that will unsettle you to the core about how you lead people. A must-read for every sales manager, for every salesperson to buy for their manager, and for anyone who wants to be a manager!' --Mark Hunter, 'The Sales Hunter,' and author of High-Profit Selling
'Weinberg's book drips with the common sense wisdom of experience. Topic after topic, he finds the sweet spot between sound theory and practical advice. The chapters on manager conversations and business plans are worth the price alone! Stock up on highlighter pens -- you'll need them.' --Charles Green, CEO, Trusted Advisor Associates, and co-author of The Trusted Advisor
'Wow! This is the best book for sales leaders I have read in 20 years. If you're not afraid of the truth and serious about getting better, use this guide to transform your sales team. Merci, Mike!' --Sebastien Zuchowski, Vice President, Marketing and amp; Sales, ERP Guru
'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
- ISBN: 9780814436431
- ISBN 10: 0814436439
- Imprint: AMACOM
- On Sale: 10/21/2015
- Pages: 224
- List Price: $27.95
- Publisher: AMACOM
- Publication Date: 10/21/2015
- Trim Size: 162.000mm x 235.000mm x 22.000mm
- Weight: 385.000gr
- Category 1 : BUSINESS & ECONOMICS / Management
- Category 2 : BUSINESS & ECONOMICS / Decision-Making & Problem Solving
- Category 3 : BUSINESS & ECONOMICS / Sales & Selling / General
- Category 4 : BUSINESS & ECONOMICS / Sales & Selling / Management