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Author:   Mike Weinberg ,  Mike Weinberg
Publisher:   HarperCollins Focus
Imprint:   Amacom
Edition:   Special ed.
Dimensions:   Width: 15.70cm , Height: 2.30cm , Length: 23.50cm
Weight:   0.371kg
ISBN:  

9780814436431

ISBN 10:   0814436439
Pages:   224
Publication Date:   22 March 2018
Audience:   General/trade ,  General
Format:   Hardback
Publisher's Status:   Active
Availability:   To order  
Stock availability from the supplier is unknown. We will order it for you and ship this item to you once it is received by us.

Table of Contents

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 Manager Must Ensure the Team is Armed for Battle Chapter 26 Sales Managers Must Monitor the Battle and be Ruthless with Their Time Index

Reviews

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

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

'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 '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 '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 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. '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

Author Information

Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his practical approach and for calling it like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of dollars, and has spoken and consulted on five continents.

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