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
Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.
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Customer ReviewsMost Helpful
By Matt Baller on 11-07-18
One of the best books I've ever read - I'm moving into sales management soon (currently technical sales) and honestly I feel like this book has prepared me so much more than I expected.
It's full of great advice, with no punches pulled and no mincing of words. Weinberg clearly knows his craft - and it doesn't feel like one big self-promotion like so many of these books tend to.
Also heaps of excellent advice for salespeople in general. I'll be listening to this again many times over, I expect.
Customer ReviewsMost Helpful
By Amazon Customer on 01-04-16
Results over Activity? Results win
I really like this book. It was mainly about transforming upper management on down to focus more on results vs activity. You can ruin a great sales culture by micromanaging activity. instead you should cultivate your talent and provide them with tools that will increase their results and remove non sales activities from their duties. 80% of the book is really calling out the accountability of upper management and the ineffectiveness of Salesforce and other CRM's. Companies need to get back to focusing on the art of selling and coach in person and not through emails. 20% was on solutions. I would like to see a more 60/40 split but I know that could be difficult because every company is different. Every leader should have this book
5 of 5 people found this review helpful
By D Sahney on 22-05-16
Fantastic - To the piint
I loved the straight forward, to the point analysis and solutions the author offers.
The review mechanism is easy to understand and install in your organization.
Just downloaded his second book!
2 of 2 people found this review helpful