Sales management : simplified : the straight truth about getting exceptional results from your sales team / Mike Weinberg.

Format:

Book

Author/Creator:

Weinberg, Mike, 1967- author.

Language:

English

Subjects (All):

Selling.

Business planning.

Physical Description:

1 online resource (243 p.)

Edition:

First edition.

Place of Publication:

New York, New York : AMACOM, 2016.

Language Note:

English

Summary:

Because managing sales doesn't have to be so complicated.

Contents:

Cover; Title; Contents; Foreword; Acknowledgments; Introduction; PART ONE: Blunt Truth from the Front Lines: Why So Many Sales Organizations Fail to Produce the Desired Results; CHAPTER 1 | As Goes the Leader, So Goes the Organization; CHAPTER 2 | A Sales Culture Without Goals Is a Sales Culture Without Results; CHAPTER 3 | You Can't Effectively Run a Sales Team when You're Buried in Crap; CHAPTER 4 | Playing CRM Desk Jockey Does Not Equate to Sales Leadership; CHAPTER 5 | You Can Manage, You Can Sell, but You Can't Do Both at Once

CHAPTER 6 | A Sales Manager Either Wants to Make Heroes or Be the HeroCHAPTER 7 | Sales Suffer when the Manager Wears the Fire Chief's Helmet; CHAPTER 8 | The Trouble with One-Size-Fits-All Sales Talent Deployment Is That One Size Does Not Fit All; CHAPTER 9 | Turning a Blind Eye to the Perennial Underperformer Does More Damage than You Realize; CHAPTER 10 | COMPensation and COMPlacency Start with the Same Four Letters; CHAPTER 11 | An Anti-Sales Culture Disengages the Heart of the Sales Team; CHAPTER 12 | The Big Ego Senior Executive ""Sales Expert"" Often Does More Harm than Good

CHAPTER 13 | Entrepreneurial, Visionary Leaders Forget That Their People Can't Do What They Can DoCHAPTER 14 | The Lack of Coaching and Mentoring Produces Ineffective Salespeople; CHAPTER 15 | Amateurish Salespeople Are Perceived Simply as Vendors, Pitchmen, and Commodity Sellers; CHAPTER 16 | Sales Leaders Chase Shiny New Toys Searching for the Magic Bullet; PART TWO: Practical Help and a Simple Framework to Get Exceptional Results from Your Sales Team; CHAPTER 17 | A Simple Framework Provides Clarity to the Sales Manager; CHAPTER 18 | A Healthy Sales Culture Changes Everything

CHAPTER 19 | Sales Managers Must Radically Reallocate Their Time to Create a Winning Sales CultureCHAPTER 20 | Regular 1:1 Results-Focused Meetings Between the Sales Manager and Each Salesperson Will Transform Your Sales Culture; CHAPTER 21 | Productive Sales Meetings Align, Equip, and Energize the Team; CHAPTER 22 | Sales Managers Must Get Out in the Field with Salespeople; CHAPTER 23 | Talent Management Can Make or Break the Sales Leader; CHAPTER 24 | Strategic Targeting: Point Your Team in the Right Direction; CHAPTER 25 | The Sales Manager Must Ensure That the Team Is Armed for Battle

CHAPTER 26 | Sales Managers Must Monitor the Battle and Be Ruthless with Their TimeINDEX; A; B; C; D; E; F; G; H; I; J; L; M; N; O; P; Q; R; S; T; U; V; W; Z; ABOUT THE AUTHOR; FREE SAMPLE CHAPTER FROM NEW SALES. SIMPLIFIED; Copyright

Notes:

Includes index.

Description based on print version record.

ISBN:

9780814436448

0814436447