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

By Mike Weinberg

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.

• Language: English
• Publisher: AMACOM
• Release date: Oct 21, 2015
• ISBN: 9780814436448

Mike Weinberg

Mike Weinberg es fundador y presidente de The New Sales Coach, una firma consultora especializada en la gestión de ventas y el desarrollo de nuevos negocios. Es autor del popular libro New Sales. Simplified.  ¡A Mike le encantan las ventas! Es consultor, coach, conferencista y autor best seller. Se especializa en el desarrollo de nuevos negocios y gestión de ventas, y está en una misión para simplificar las ventas y crear vendedores y equipos de ventas de alto rendimiento. Mike es conocido por su enfoque práctico y contundente en el cual él llama a las cosas tal como las ve. Trabaja con empresas de todas las industrias que varían en tamaño desde unos pocos millones a muchos miles de millones de dólares. Mike maneja las empresas de sus clientes personalmente y actúa como si su propia subsistencia depende del éxito de ellos.

Reviews for Sales Management. Simplified.

[Miguel Pacheco · Rating: 5 out of 5 stars]

Simplemente me encanta.... tengo la posibilidad de leer en mi compu, en mi cel o en mi ipad...

[donhazelwood · Rating: 4 out of 5 stars]

Good read w/ some very practical basic steps to take to lead a sales team. Back to the basics!