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.