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Publisher's Summary

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:

  • 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.

©2015 Mike Weinberg (P)2015 Audible, Inc.

What listeners say about Sales Management. Simplified

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  • Amazon Customer
  • 01-04-2016

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

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  • D Sahney
  • 22-05-2016

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!

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  • Philips Adeniyi
  • 24-06-2019

Brilliant

A holistic approach in solving sales challenges in any organization coming from someone with in depth experience on the subject.

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  • kelly6592
  • 21-06-2017

Tell it like it is straightforward advice!

There is no magic pill nor magic wand in sales. This book is a smack in the face reality check with a dose of good medicine. Mike's blunt tell it like it is truths mixed with a few real world stories really helps the reader connect to what he's saying. The advice is not new age but dead on! I've implemented many of the principles from this book and have seen amazing results. In fact, I'm reading this book again and I've listened to the audible version so I can squeeze out every piece of wisdom possible and use it with my sales team. Thank you Mike for sharing your vision with all of us!

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  • Susan J Morrissey
  • 31-01-2017

Great listen!

Great book for anyone leading a sales organization... The concepts are easy to understand and implement.

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  • Josh
  • 12-03-2016

Great and Helpful Read. Honest and Direct.

I enjoyed this book. I took away mych to develop my management style and expectations.

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  • Homer
  • 26-10-2015

In sales management? Yes? Then BUY. THIS. BOOK.

If you could sum up Sales Management. Simplified in three words, what would they be?

Smart. Blunt. Honest.

What did you like best about this story?

This is Weinberg's second book on sales. He hit a home run on the first, and this follow up is even better. The chapters are short, actionable, and ring true. Weinberg is often just telling us what we already know we should be doing, but (at least in my case) find excuses to avoid doing.

What does L. J. Ganser bring to the story that you wouldn’t experience if you just read the book?

He accurately expresses the emotion behind the tirades about incompetent sales people, sales managers, and those in higher management who should know better about what to do in sales.

Was there a moment in the book that particularly moved you?

Chapter 20. Sales 1 on 1 meetings that track results. Those meetings are changing. This week.

Any additional comments?

One of the best sales books I have ever read/heard. For me, better than Thull, Tracy, Gitomer, Hopkins, or Ziglar. On par with "The Ultimate Sales Machine" by Chet Holmes. I plan to buy the print version to have as a reference on my desk. I fully expect to improve my sales results based on the advice in this book.

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  • Anonymous User
  • 06-11-2020

Nailed it

The book came with me every time I ran. I am about to be VP of sales for a new company. This book helped me to get my priorities in order and to reinforce my already strongly held beliefs.

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  • Katie Afton
  • 12-10-2020

excellent leadership tool and strategy setter

being new sales manager this provides a great road map for a successful work structure and environment

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  • Taimur
  • 03-10-2020

Brilliant and simple

To the point. Beautifully crafting the message around sales and sales management. Super recommended. Brilliant!

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  • Gareth Travell
  • 19-03-2020

very meh

nothing new. very cheesy. the book is just a series of clearly made up stories that he fixes with things anyone who has worked in sales for over a year would know. pick something else.

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  • Kieran Smith
  • 22-12-2019

Great Book

This book is great and offers some real practical advice for running a sales team. I have been in sales for a long time, so some of the things I knew but there is still plenty to learn from this book. The narration is OK but certainly gets the point across. If you work as a sales manager, sales leader or hope to one day then this book is well worth a listen.

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  • Tom
  • 29-11-2020

A good summary of many other's thoights

There are some useful nuggets in this book but a lot of it is repeat from other sources. Essentially the moral of the book is to focus and hit your targets. if you can't do that you can't sell. There's not a huge amount on technique for managing sales team, a few stories shared and some motivation.

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  • Gareth
  • 08-10-2020

Fantastic Advice for a New Sales Manager

Before interviewing for a promotion I started reading this book and when I got the job I adopted much of the advice in this book, and I've started really confidently and well. You have to see past the cheesy American narration but the fundamentals in this book are really clear and, in my short time as sales manager, really seem to work!

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  • Anonymous User
  • 17-05-2020

Simple, hands on, just what I needed!

Loved it! Goes to the basics. No bullshit:) Would recommend it to sales reps to understand the manager better!

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  • JHS
  • 28-04-2020

Cut to the Chase

Great, no nonsense approach and appraisal of almost every sales environment and applicable to almost every industry. For most current and practicing Sales Managers a great tool to help refocus. Fantastic learnings for the newly appointed....and for this of us who have been around the block a few times, rejuvenating (and an amusing reflection on my career to date) I defy anyone not to recognise some or all the faux pas referred to in this book. Fantastic!

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  • AM GRIFFITHS
  • 04-03-2020

Skip the first half (16 Chapters)

Over half of this book is spent recalling war stories and moaning about all the past clients, I'd skip straight to chapter 17 to get advice

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  • Richard M.
  • 27-01-2020

The most productive 7 hrs in 28 years of selling

I wasn't aware that Mike Weinberg had ever been in our office but it really did make me chuckle as I recognised so many aspects of this book in my business. Not only filling in the gabs of our weakness but confirm the areas we are already strong. I have just ordered the hard copy to share with my sales team. I especially like the reference to payphones and life before the internet. Excellent book , well written and presented a value to a dedicated sales team thanks

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  • N/A
  • 24-01-2020

A bore.

Zzzz.... Last 20mins were beneficial. The rest can be given a miss, no need for part 2.

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  • Markus Taskila
  • 24-11-2019

the bad management examples are painfully true

finished it in few listens. Really easy to consume truth about sales and management troubles that most of organizations face.

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