Sales Management. Simplified.: The Straight Truth about Getting Exceptional Results from Your Sales Team

Sales Management. Simplified.: The Straight Truth about Getting Exceptional Results from Your Sales Team

Sales Management. Simplified.: The Straight Truth about Getting Exceptional Results from Your Sales Team

Sales Management. Simplified.: The Straight Truth about Getting Exceptional Results from Your Sales Team

Synopsis

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 more

Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.

Excerpt

In a recent LinkedIn Pulse article, a ceo in the tech industry declared that he would never again hire salespeople. the post went viral to cheers and jeers, and was viewed and shared hundreds of thousands of times on LinkedIn.

While the premise of the article was absurd, it clearly struck a nerve and brought to the surface highly charged emotions, including a deep animosity toward sales in general. It also revealed how desperate businesses are for a solution to the #1 problem plaguing twentyfirst century companies: underperforming salespeople in dysfunctional and sub-optimized sales organizations.

Sadly, many of the problems that front-line sales management and senior executives face with their sales organizations are self-inflicted. in Sales Management. Simplified., Mike Weinberg does a brilliant job of laying this truth bare. and while doing so, he delivers an unequaled blueprint for both leading salespeople and building high-performance sales teams.

This is arguably the best book that has ever been written on sales management, and I don’t say this lightly. I’ve read virtually every book on the subject published over the last 20 years and have dedicated my career to building better sales leaders. When it comes to sales leadership, I know awesome when I see it.

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