Because managing sales doesn't have to be so complicated.
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:
Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.
©2015 Mike Weinberg (P)2015 Audible, Inc.
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"Fantastic - To the piint"
I loved the straight forward, to the point analysis and solutions the author offers.
The review mechanism is easy to understand and install in your organization.
Just downloaded his second book!
"Results over Activity? Results win"
I really like this book. It was mainly about transforming upper management on down to focus more on results vs activity. You can ruin a great sales culture by micromanaging activity. instead you should cultivate your talent and provide them with tools that will increase their results and remove non sales activities from their duties. 80% of the book is really calling out the accountability of upper management and the ineffectiveness of Salesforce and other CRM's. Companies need to get back to focusing on the art of selling and coach in person and not through emails. 20% was on solutions. I would like to see a more 60/40 split but I know that could be difficult because every company is different. Every leader should have this book
Mike is straight to the point, and his blunt style resonated extremely well with me. It was great affirming that our team does lots of things right, but also nice to see some areas that will make an immediate impact if we truly want a culture of winning at our company.
"Really good book for anyone in sales"
Some of the these 'sales books' are so thin of content that is obvious the author is just someone looking to make a couple extra bucks or build his profile Mike Weinberg is the opposite. Business owners spend hundreds/thousands of dollars for much of the same info (consulting) contained in the book. It was also entertaining and well paced. Looking forward to reading other Mike Weinberg book. If you are looking for a good book on sales management / sales productivity I recommend it.
Thank you Mr. Weinberg. I found your book to be very informative. a simple common sense approach to good sales management. I appreciate the basic no nonsense approach that you take here. Nothing too cute, just the meat and potatoes. Kevin- Philadelphia
if you read and apply the lessons in this book, it can literally save your sales force
"Great reminder of what we should be doing"
Great read! Definately worth every minute of it. Every manager should read with their sales team
"Simply a must read"
I bought this audiobook as I am expecting to transition from sales into sales management and was looking for an experienced approach beyond what I've witnessed in my career. It was a good investment.
Not to give details away, the author puts across excellent suggestions on how to focus the sales team (and organization), how to manage them and how to support them. The advice is common sense and what should be reasonably expected of a sales team and management, but quite often does not prevail (in my experience).
The no nonsense, matter of fact, manner which the author communicates his approach and structure made the book an invigorating listen that I will be recommending to all of my colleagues.
"Very impressive insights"
Going back to the basics has never seem so new. Took a lot from this very clear guide
"Great sales management book!"
As a current sales manager, I couldn't believe how eye opening this book is. As the author states, there is nothing earth shattering and new shared, just tried and true techniques that we as sales managers get too "busy" to pay attention to. I got so many ideas to implement, making this book a great value. I've already made changes in my day to day activities and filled out my calendar. Give it a listen and I'm sure you will find at least one place you can improve. it's a fast listen, keeps your attention, is not filled with fluff, and he only mentions his other book once from what I remember, so you're not being sold the whole time!
Very good. Concise. Well structured and easy to dip in and out of. Use as a reference book for what looks good in sales management
Basic principles overly simplified for what I was looking for. An ok intro if you're new to it by too much "what" and not enough "how" or "why"
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