Sales Management. Simplified.

Sales Management. Simplified.

by Mike Weinberg
Released October 2015
Publisher(s): AMACOM
ISBN: 9780814436448

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Book description

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.

Table of contents

  1. Cover
  2. Title
  3. Contents
  4. Foreword by Jeb Blount
  5. Acknowledgments
  6. Introduction
  7. PART ONE Blunt Truth from the Front Lines: Why So Many Sales Organizations Fail to Produce the Desired Results
    1. CHAPTER 1 | As Goes the Leader, So Goes the Organization
    2. CHAPTER 2 | A Sales Culture Without Goals Is a Sales Culture Without Results
    3. CHAPTER 3 | You Can’t Effectively Run a Sales Team when You’re Buried in Crap
    4. CHAPTER 4 | Playing CRM Desk Jockey Does Not Equate to Sales Leadership
    5. CHAPTER 5 | You Can Manage, You Can Sell, but You Can’t Do Both at Once
    6. CHAPTER 6 | A Sales Manager Either Wants to Make Heroes or Be the Hero
    7. CHAPTER 7 | Sales Suffer when the Manager Wears the Fire Chief’s Helmet
    8. CHAPTER 8 | The Trouble with One-Size-Fits-All Sales Talent Deployment Is That One Size Does Not Fit All
    9. CHAPTER 9 | Turning a Blind Eye to the Perennial Underperformer Does More Damage than You Realize
    10. CHAPTER 10 | COMPensation and COMPlacency Start with the Same Four Letters
    11. CHAPTER 11 | An Anti-Sales Culture Disengages the Heart of the Sales Team
    12. CHAPTER 12 | The Big Ego Senior Executive “Sales Expert” Often Does More Harm than Good
    13. CHAPTER 13 | Entrepreneurial, Visionary Leaders Forget That Their People Can’t Do What They Can Do
    14. CHAPTER 14 | The Lack of Coaching and Mentoring Produces Ineffective Salespeople
    15. CHAPTER 15 | Amateurish Salespeople Are Perceived Simply as Vendors, Pitchmen, and Commodity Sellers
    16. CHAPTER 16 | Sales Leaders Chase Shiny New Toys Searching for the Magic Bullet
  8. PART TWO Practical Help and a Simple Framework to Get Exceptional Results from Your Sales Team
    1. CHAPTER 17 | A Simple Framework Provides Clarity to the Sales Manager
    2. CHAPTER 18 | A Healthy Sales Culture Changes Everything
    3. CHAPTER 19 | Sales Managers Must Radically Reallocate Their Time to Create a Winning Sales Culture
    4. CHAPTER 20 | Regular 1:1 Results-Focused Meetings Between the Sales Manager and Each Salesperson Will Transform Your Sales Culture
    5. CHAPTER 21 | Productive Sales Meetings Align, Equip, and Energize the Team
    6. CHAPTER 22 | Sales Managers Must Get Out in the Field with Salespeople
    7. CHAPTER 23 | Talent Management Can Make or Break the Sales Leader
    8. CHAPTER 24 | Strategic Targeting: Point Your Team in the Right Direction
    9. CHAPTER 25 | The Sales Manager Must Ensure That the Team Is Armed for Battle
    10. CHAPTER 26 | Sales Managers Must Monitor the Battle and Be Ruthless with Their Time
  9. INDEX
  10. ABOUT THE AUTHOR
  11. FREE SAMPLE CHAPTER FROM NEW SALES. SIMPLIFIED
  12. COPYRIGHT

Product information

  • Title: Sales Management. Simplified.
  • Author(s): Mike Weinberg
  • Release date: October 2015
  • Publisher(s): AMACOM
  • ISBN: 9780814436448