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Description

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.

Ce que les auditeurs disent de Sales Management. Simplified

Notations
Global
  • 4.5 out of 5 stars
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  • Global
    4 out of 5 stars
  • Interprétation
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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 personnes ont trouvé cela utile

  • Global
    4 out of 5 stars
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    4 out of 5 stars
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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 personnes ont trouvé cela utile

  • Global
    5 out of 5 stars
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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 personne a trouvé cela utile

  • Global
    5 out of 5 stars
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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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    5 out of 5 stars
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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.

1 personne a trouvé cela utile

  • Global
    5 out of 5 stars
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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 personne a trouvé cela utile

  • Global
    5 out of 5 stars
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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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    5 out of 5 stars
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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.

  • Global
    5 out of 5 stars
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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

  • Global
    5 out of 5 stars
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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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  • Global
    5 out of 5 stars
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  • Hanke Zhou
  • 16/11/2020

Highly Valuable Content

As a newly promoted Sales Manager this book was like a compass that guided me along the first months of my new position. I will definitely come back to relisten to this book further down my career to implement new nuggets. It is definitely worth more than its price tag and I highly recommend this book to every sales manager.

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  • Ante
  • 09/08/2017

Great book!

Simply the full truth about sales and sales management. A must read for every professional sales manager.