Sales Management. Simplified.
Amacom (Verlag)
978-0-8144-3643-1 (ISBN)
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Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms.
Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies 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 can unknowingly undermine performance.
Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed.
In Sales Management. Simplified., Weinberg teaches managers how to:
Implement a simple framework for sales leadership
Foster a healthy, high-performance sales culture
Conduct productive meetings
Put the right people in the right roles
Retain top producers and remediate underperformers
Point salespeople at the proper targets
Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed.
Managing sales doesn't have to be complicated, and the solution starts with you!
Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his practical approach and for calling it like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of dollars, and has spoken and consulted on five continents.
Contents
Foreword by Jeb Blout
Introduction
Part OneBlunt Truth from the Front Lines: Why So Many Sales
Organizations Fail to Produce the Desired Results
Chapter 1As Goes the Leader, So Goes the Organization
Chapter 2A Sales Culture Without Goals is a Sales Culture Without Results
Chapter 3You Can’t Effectively Run a Sales Team When You’re Buried in Crap
Chapter 4Playing CRM Desk Jockey Does Not Equate to Sales Leadership
Chapter 5You Can Manage, You Can Sell, But You Can’t Do Both at Once
Chapter 6A Sales Manager Either Wants to Make Heroes or be the Hero
Chapter 7Sales Suffer When the Manager Wears the Fire Chief’s Helmet
Chapter 8The Trouble with One Size Fits All Sales Talent Deployment is that One Size
Does Not Fit All
Chapter 9Turning 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 Do
Chapter 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 TwoPractical 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 Culture
Chapter 20 Regular 1:1 Results-focused Meetings Between 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 the Team is Armed for Battle
Chapter 26 Sales Managers Must Monitor the Battle and be Ruthless with Their Time
Index
| Erscheint lt. Verlag | 22.3.2018 |
|---|---|
| Sprache | englisch |
| Maße | 160 x 236 mm |
| Gewicht | 362 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-8144-3643-9 / 0814436439 |
| ISBN-13 | 978-0-8144-3643-1 / 9780814436431 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
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