Sales Management. Simplified.

INTRODUCTION

I love sales and helping salespeople excel at developing new business. But what I love even more is experiencing a high-performance, results-focused, winning sales team with solid leadership, smart talent management, a strong sales culture, and a sound sales process. My two primary goals in writing Sales Management. Simplified. are to bluntly share the reasons so few sales organizations today exhibit these characteristics, and to offer a simple, actionable framework that sales managers and senior executives can adopt to create dramatic and lasting sales performance improvement.

I was compelled to write this book because of what I’m observing in companies where I consult, coach, and speak. Everywhere I turn, sales managers are overwhelmed ...