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Sales Management. Simplified

The Straight Truth About Getting Exceptional Results from Your Sales Team
Narrated by: L. J. Ganser
Length: 6 hrs and 57 mins
4.5 out of 5 stars (55 ratings)

Non-member price: $29.22

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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 members say

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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

5 people found this helpful

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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!

2 people found this helpful

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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.

1 person found this helpful

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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!

1 person found this helpful

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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.

1 person found this helpful

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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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  • On the ridge
  • 14-02-2020

anyone who works in sales should get this book

anyone who works in sales should get this book. it is a great read.

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  • Jarco P.
  • 04-02-2020

No non-sense, hands-on & real

Sales starts when the sales rep leaves the customer building, that is what I believe.

So goes for this book review. Based on what specific ideas, take aways and insights do I sell this book to you as I just gave it a 5 stars ranking?

Let me start with the author. This man shares his decades of field work in sales, as a rep, a sales manager and as consultant. That alone makes it a powerful piece.

He uses military analogies which I personally like. You could disagree on that.

The book structure is logical providing the most fundamental ideas for sales management. Using examples is powerful but I did find myself hitting the 30sec fast forward button a couple of times also cause of my current knowledge about the subject.

The author provides important priorities which I can support as being effective working in the field myself for many years as a sales consultant in the IT industry.

This book reflects ideas of classic sales management insight. No distraction from cloud native startup interests trying to sell you the next wave of sales effectiveness and / or efficiency. But plain solid advise on how to create and maintain a high performing sales team within the context of an organisation.

I do not agree with everything as you shouldnt too as in the end 'Nobody Knows Anything' (William Goldman, famous screenwriter, explaining why some films flop and some become huge success. check his story: 'adventures in the screen trade')

This book does provide you a very solid vision on sales management writen by a General from the field.

Worth every buck if you are new to sales management in the Small and Medium business or start / scale up environment.

All in all a great listen.

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  • Timothy J Monahan
  • 27-01-2020

Very disappointing

The whiny and pompous text was made all the more unbearable by the over the top performance.

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  • Anonymous User
  • 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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  • Anonymous User
  • 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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  • Glenn
  • 13-07-2019

Awesome

Like always Mike Nails it 100%, telling you to master the fundamentals and showing You how to do it, with guides, how-to frameworks and easy to understand examples ...

This book is true value added

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  • Pablo
  • 23-05-2019

Good reminder of the priorities of a sales leader

Good reminder of the real priorities of a sales leader. Very good for people new to sales management.

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    4 out of 5 stars
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  • Gerard
  • 23-02-2019

lengthy

Good book overall. sometimes it felt like he got paid by the page written. Very long and windy.

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  • CEM
  • 13-09-2018

Essential reading for any sales manager or general

Sound and great sales and performance management advice. Well written by the author and well read by the narrator.

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  • Matt Baller
  • 11-07-2018

Absolutely superb.

One of the best books I've ever read - I'm moving into sales management soon (currently technical sales) and honestly I feel like this book has prepared me so much more than I expected.

It's full of great advice, with no punches pulled and no mincing of words. Weinberg clearly knows his craft - and it doesn't feel like one big self-promotion like so many of these books tend to.

Also heaps of excellent advice for salespeople in general. I'll be listening to this again many times over, I expect.

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  • Lowly
  • 24-04-2018

A must read

Brilliant book! a must read for anyone in a sales management role. . . .