Sales Management. Simplified.: The Straight Truth about Getting Exceptional Results from Your Sales Team
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.
From the Back Cover Advance Praise for Sales Management. Simplified. This is arguably the best book that has ever been written on sales management. -- From the foreword by Jeb Blount, CEO of Sales Gravy, and author of People Follow You In Sales Management. Simplified. , Mike Weinberg has written more than a great sales management book; he's crafted a no-nonsense, step-by-step guide for sales success. -- Chris Pflueger, Vice President, Business Development, RE/MAX World Headquarters Your sacred cows will be slaughtered, and conventional wisdom turned on its head. Weinberg, in his blunt, inimitable take-no-prisoners style, offers no quarter. You are going to change what you believe as a sales leader. You are going to change what you do. And you are going to be thankful for the better results you produce. --Anthony Iannarino, speaker, author, sales leader An absolute must-read for leaders at every level! Whether you've been a sales leader for years or just starting out, Sales Management. Simplified. provides the framework to dramatically improve your team's performance and overall culture. Just executing the inspiring call to action in Chapters 20-22 will produce the best ROI of your career. --Khris Stillman, Director of Sales, National Distribution, Verizon Wireless Mike Weinberg cuts through the crap, makes you laugh, and teaches the fundamental of sales leadership all at the same time. This book is absolutely jammed with entertaining, essential advice that Will. Help. Your. Team. Sell. More. --Matt Heinz, President, Heinz Marketing, Top 50 Sales and Marketing Influencer Sales Management. Simplified. is a wake-up call for all executives, not just sales leaders. Mike Weinberg shares the blunt truth about the problems in sales organizations with real-life examples that will make you laugh (or maybe cry). Then he delivers a blueprint for change. Take Mike's challenge to heart. Put his sales management framework into action. Enjoy the positive results that follow. --Mark Peterman, CEO, Cornerstone Solutions Group, Inc. Sales Management. Simplified. is a valuable road map to profitably grow sales. Starting with creating the right sales culture, we are implementing Mike Weinberg's three clear principles of sales management to help us become the dominant leader in heavy-duty trucks. --Stephen Roy, President, Mack Trucks, NA
From the front Cover With more sales tools, toys, gimmicks, and processes available than any of us know what to do with, and the deafening noise from today's supposed sales experts, why are sales managers and executives working harder yet are more frustrated than ever? And why do so many sales teams continually underperform? When did sales get so . . . confusing? If you're searching for the answer to why your sales force misses the mark, the answer may surprise you. More often than not, the issue doesn't lie with the sales team, but with how it's being led. Is it possible you're unknowingly under-mining your company's sales effort? In Sales Management. Simplified. , expert sales consultant Mike Weinberg offers blunt truth from the front lines, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales leaders. Providing a simple, actionable framework you can adopt to create dramatic and lasting sales performance improvement, Sales Management. Simplified. shows you how to: Create a healthy, high-performance sales culture - Increase accountability without being a hostage to your CRM - Fix your ineffective compensation plan - Conduct productive meetings that align, equip, and energize your team - Put the right people in the right roles - Coach for success - Retain top producers and quickly remediate or replace underperformers - Sharpen your sales attack - Regain control of your calendar to focus on high-value activity that moves the revenue needle - And more Blending blunt, practical advice with funny stories from the field, Weinberg tackles topics ranging from how company leadership can divert and distract sales managers from their primary jobs, to senseless compensation plans that reward salespeople for babysitting customers acquired years ago. The book challenges you to radically reorient your calendar to maximize time spent on high-value activities, and gives you practical tips to significantly ramp up accountability without coming across as a micromanager or demotivating your people. You'll discover practical, game-changing answers for how to point your team toward strategic targets, arm them with the weapons necessary to win, and monitor the battle in real time. Are you ready for a high-performance, results-focused, winning sales team with solid leadership, smart talent management, a strong sales culture, and a sound sales process? Let this book be your wakeup call to take a long look in the mirror and see why your sales team isn't as effective as it could be. Long on solutions and short on platitudes, Sales Management. Simplified. delivers the straight truth and practical help you need to succeed. MIKE WEINBERG is founder and president of The New Sales Coach, a consultancy specializing in sales management and new business development. He is the author of the popular book New Sales. Simplified.