Overview

En este libro, Weinberg dice las cosas como son, exponiendo los problemas que invaden al equipo de ventas y los errores costosos que cometen incluso los gerentes de ventas mejor intencionados. La buena noticia es que con la asesoría correcta se pueden transformar los resultados. ¿Por qué los equipos de ventas no alcanzan sus metas? Todos los días hay compañías, tanto grandes como pequeñas, que acuden a consultores expertos como Mike Weinberg para encontrar la respuesta, y te sorprendería conocerla. Lo típico es que el problema no es por el equipo de ventas, sino por la manera en la cual es liderado. Con sus acciones y actitudes, los ejecutivos y los gerentes de ventas, sin saberlo, socavan su rendimiento. En este libro, Weinberg dice las cosas como son, exponiendo los problemas que invaden al equipo de ventas y los errores costosos que cometen incluso los gerentes de ventas mejor intencionados. La buena noticia es que con la asesoría correcta se pueden transformar los resultados. Este libro, con su mezcla de consejos prácticos y francos, e historias divertidas tomadas del campo de las ventas, te ayudará a: • Implementar un bosquejo sencillo para el liderazgo en las ventas • Fomentar una cultura de ventas sana y de alto rendimiento • Convocar a reuniones productivas • Crear un plan de compensación extraordinario • Situar a las personas adecuadas en las posiciones correctas • Entrenar para el éxito • Retener a las personas más productivas y hacer que mejoren las personas que menos producen • Asignar metas adecuadas a los agentes de ventas • Mejorar tus argumentos de ventas • Recuperar el control de tu calendario Y mucho, mucho más. Abundante en soluciones y no en trivialidades, este libro brinda las herramientas que necesitas para triunfar. 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 much, much more Long on solutions and short on platitudes, it delivers the tools you need to succeed.

Full Product Details

9780718086909

Table of Contents

Reviews

El libro de Weinberg rebosa de la sabiduria y el sentido comun de la expeand shy;riencia. Tema tras tema, encuentra el punto medio entre la cruda teoria y el consejo practico. and iexcl;Solamente por los capitulos sobre las conversaciones y los planes de negocio de los gerentes merece la pena leer el libro! Abastecete de resaltadoresand hellip; los necesitaras.----Charles Green, CEO, Trusted Advisor Associates y coautor de The Trusted Advisor .. .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 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 Si quieres una perspectiva clara y concisa de lo que debes hacer exactaand shy;mente para dirigir un equipo de ventas superestrella, este es tu libro. Mike toma sus aand ntilde;os de experiencia y comparte contigo sus mejores ideas acerca de como hacer que una gestion de ventas exitosa seaand hellip; simple. Recomiendo totalmente este libro a cualquiera que trabaje en ventas.----John Spence, Top 100 Business Thought Leader en Estados Unidos y autor de Awesomely Simple Weinberg ha presentado clara y simplemente la receta para el exito en gestion de ventas en este libro facil de leer y de seguir, con sentido comun. Yo se lo distribuire a todos los propietarios de negocios y clientes compaand shy;and ntilde;eros mios como lectura obligatoria para la mejora del crecimiento y los beneficios.----Gina Hoagland, presidenta, Collaborative Strategies, Inc. Este es el primer libro sobre gerencia claro y conciso que te inquietara en lo mas profundo acerca de como lideras a la gente. Una lectura obligatoria para todo gerente de ventas, para que todo vendedor se lo compre a su gerente, y para cualquiera que quiera ser gerente.----Mark Hunter, The Sales Hunter y autor de High-Profit Selling

.. .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 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 Si quieres una perspectiva clara y concisa de lo que debes hacer exactaand shy;mente para dirigir un equipo de ventas superestrella, este es tu libro. Mike toma sus aand ntilde;os de experiencia y comparte contigo sus mejores ideas acerca de como hacer que una gestion de ventas exitosa seaand hellip; simple. Recomiendo totalmente este libro a cualquiera que trabaje en ventas.----John Spence, Top 100 Business Thought Leader en Estados Unidos y autor de Awesomely Simple Weinberg ha presentado clara y simplemente la receta para el exito en gestion de ventas en este libro facil de leer y de seguir, con sentido comun. Yo se lo distribuire a todos los propietarios de negocios y clientes compaand shy;and ntilde;eros mios como lectura obligatoria para la mejora del crecimiento y los beneficios.----Gina Hoagland, presidenta, Collaborative Strategies, Inc. Este es el primer libro sobre gerencia claro y conciso que te inquietara en lo mas profundo acerca de como lideras a la gente. Una lectura obligatoria para todo gerente de ventas, para que todo vendedor se lo compre a su gerente, y para cualquiera que quiera ser gerente.----Mark Hunter, The Sales Hunter y autor de High-Profit Selling El libro de Weinberg rebosa de la sabiduria y el sentido comun de la expeand shy;riencia. Tema tras tema, encuentra el punto medio entre la cruda teoria y el consejo practico. and iexcl;Solamente por los capitulos sobre las conversaciones y los planes de negocio de los gerentes merece la pena leer el libro! Abastecete de resaltadoresand hellip; los necesitaras.----Charles Green, CEO, Trusted Advisor Associates y coautor de The Trusted Advisor

Author Information

Mike Weinberg es fundador y presidente de The New Sales Coach, una firma consultora especializada en la gestión de ventas y el desarrollo de nuevos negocios. Es autor del popular libro New Sales. Simplified.  ¡A Mike le encantan las ventas! Es consultor, coach, conferencista y autor best seller. Se especializa en el desarrollo de nuevos negocios y gestión de ventas, y está en una misión para simplificar las ventas y crear vendedores y equipos de ventas de alto rendimiento. Mike es conocido por su enfoque práctico y contundente en el cual él llama a las cosas tal como las ve. Trabaja con empresas de todas las industrias que varían en tamaño desde unos pocos millones a muchos miles de millones de dólares. Mike maneja las empresas de sus clientes personalmente y actúa como si su propia subsistencia depende del éxito de ellos.

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