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Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team Hardcover – October 21, 2015

4.9 out of 5 stars 107 customer reviews

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Editorial Reviews

Review

“...whether you’re a beginning sales manager, an experienced sales manager trying to improve an underperforming team, or a successful sales manager…this book is for you.” --Jack Malcolm blog



“I can think of no better gift a sales manager can give to herself that buying, devouring, highlighting, annotating the book.” --Partners in EXCELLENCE Blog



“Sales Management. Simplified. is entertaining and completely real…I could fill, well, a book, with the observations, quips and insights that Mike provides (so buy the book).” --The Demand Creator Blog



“Sales Management is not for the timid, and Mike Weinberg has put together a great how-to and how-not-to guide on the subject.” --KiteDesk



"..no B.S., take-no-prisoners advice and methods for building, coaching, managing and getting the most from your sales team." --Art Sobczak, Smart Calling



"Mike has a great voice—rich experience and insight delivered with the punch of a stand-up comic." --The Whale Hunters



“…common sense prescription for building and managing high performance sales teams, with no silver bullets, short-cuts, or fads – it’s blunt and reinforces the idea that less is more.” --Peak Sales Recruiting

Book Description

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.

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Product Details

  • Hardcover: 224 pages
  • Publisher: AMACOM (October 21, 2015)
  • Language: English
  • ISBN-10: 0814436439
  • ISBN-13: 978-0814436431
  • Product Dimensions: 5.9 x 1.1 x 9.1 inches
  • Shipping Weight: 1.6 pounds (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (107 customer reviews)
  • Amazon Best Sellers Rank: #16,352 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Kindle Edition Verified Purchase
If you’re a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or if you’re the manager of operations or finance or marketing or customer service or R&D or human resources at a company that has a sales manager, please buy this book, read it right away, and start handing out copies to everyone in your company who ever expresses an opinion about the performance of the sales team.
It’s directed to the sales manager, but that guy or gal lives inside a culture with a lot of other culprits as well, so pass it around.

I’m not usually a fan of books that spend a lot of time documenting the problem. Too often they’re collections of cheap shots by someone who just wants to show off. But this is an exquisitely pointed but good-natured collection of stories about how poor sales management causes trouble for your company, organized into 16 sales management flaws and the specific kinds of trouble that they cause.

Honestly, if you only read Part One, “Blunt Truth from the Front Lines,” and swear out loud “I’ll never do THAT again!” after each chapter, you’d make great progress. But to be safe, I recommend you go ahead with Part Two, which is all the practical help you'll ever need.

Mike has a great voice—rich experience and insight delivered with the punch of a stand-up comic. You can’t make this up. And he didn’t. It’s all real, all the way through.
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Format: Kindle Edition
I wrote the foreword to this book because I believe deeply in Mike's message about sales leadership. I'm writing a review because I want you click the buy button and read this book.

On any sales team, the sales manager is the pivot point - the most important part of the equation. Great sales managers build sales teams that are fun to be a part of, develop the next generation of leaders, and consistently perform at the highest levels. Poor sales managers have high (and costly) turnover, destroy sales culture, and create a toxic and depressing work environment.

You can be better. You can attract, develop, and retain top talent. You can have more fun. You can make your number today and every day. In Sales Management Simplified Mike delivers the formula for excellence in sales leadership. It is straightforward, easy to understand, real world, and makes sense. It is also delivered by an author who has real world experience leading salespeople in the trenches.

I've spent the last 20 years of my life building and leading high-performing sales teams. I travel the globe advising many of the world's top companies on what they need to do to build high-performance sales cultures. It is from this perspective that I tell you that Sales Management Simplified is the most important book ever written on sales management. Take my word for this and click the buy button. I promise that you will feel the same once you get this incredible book in your hands.

Jeb Blount, author of Fanatical Prospecting and People Buy You
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Format: Kindle Edition
I have read more than 120 business books a year for the last 28 years, a vast majority of them on sales and sales leadership, and I would count this book in the top five sales books I've ever read. If you are sales manager, or the owner/president of a company that has a sales team, you absolutely must read this book. The best way I can describe it is as a crystal-clear mirror that will reflect back to you exactly what your sales problems are and exactly how to fix them. If you read this book with an attitude of total self-honesty and a strong desire to improve, you will learn things in this book that will take your sales team to a completely new level of success. I am now going to recommend this book to every sales leader I work with, it's like having a top level consultant diagnose all of your sales problems and give you a strong and focused prescription on how to deal with them. I give this book my highest personal recommendation.
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Format: Kindle Edition Verified Purchase
First my summary, then a few comments about the book:

1. Build a high-performance culture with:
a. Strong sense of purpose
b. Accountability for results relative to goals
c. Variable compensation that is truly earned
d. Energy/Celebration
e. Peer pressure and direct feedback

2. Manage your talent (4Rs)
a. Right people in the right roles: Specialize your team into dedicated hunters, farmers (account managers), and sales managers
b. Retain top producers: training, tools, and recognition
c. Remediate or replace underperformers
d. Recruit by spending dedicated time on referrals and asking for specific during interviews, including: (i) details of a successful past deal & (ii) how they plan to approach the job

3. Lead productive sales team meetings covering:
a. Sales results & outstanding individual/team performance
b. Success stories
c. Best practices
d. Deal strategy brainstorming
e. Training (esp. with role play)
f. Business plan reviews covering: goals, strategies, proposed actions, expected obstacles, and professional development
g. At the conclusion, have people share their biggest take-away

4. Coach and mentor salespeople by:
a. Conducting regular, results focused 1:1 meetings by examining (IN ORDER!)
i. Results relative to quota
ii. Pipeline (movement of existing opportunities; new opportunities added)
iii. Activity
b. Removing real obstacles (though beware of excuses)
c. Spending time in the field (or in side-by-sides for inside sales) covering:
i. Pre-call planning (names, personalities, & meeting expectations of prospects; call flow; expected challenges; primary meeting goal)
ii.
Read more ›
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