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.
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!
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
Get this book if you are in sales at any level- listen to it and do it- not rocket science. If you don't agree with this book, get out of sales or sales management.
This book made me sane again.
and then again and again...
Absolutely! The narrator is inspiring and the content is incredibly helpful in a non-stop way. I have a hundred bookmarks in there and I revisit them regularly. This book has wide appeal to me because I'm new to sales, but I also lead a family, a team, and myself. I work my butt off and sometimes wonder why that didn't get me where I wanted to go. In fact, we are all selling something, whether it's a product or an idea, and we are all leading somebody, even if it's just ourselves. How we manage to that matters. Mike Weinberg is a no-nonsense, call it the way he sees it sales leadership coach who is also a great storyteller. He weaves in helpful analogies, many times credited to his dad, that make the reader's journey enjoyable while simultaneously being confronted with the hard truth that many of us have lost sight of basic common sense. That's right, nothing fancy here - the title is 100% on point, but the overall message has widespread applicability. Winning is fairly simple, but most of us have complicated the hell out of it. Whether it's because we have hung on to survivalist habits we picked up during a recession, we have an entitlement attitude about our past efforts and successes, we've become distracted by all the technologies and tools intended to help us do more and do it better, or we have the right people doing the wrong things (or the opposite.) All of this, and so much more have impeded our path to success, and that's just the first half of the book! I promise you'll find that you actually like this guy rather than wanting to kill the messenger. Part two is chock full of tips and tricks to help you clear out the clutter that is holding you back and return to the basics of success, which is more important now that ever before. Big points for the audio version too - rather than getting under your skin, the message gets into your mind and inspires you to be "selfishly productive" so you can get out there and win.
Be "selfishly productive" and protect your calendar like it is oxygen. Maximize your time on high value activities that will pay off and learn to say "no" to the rest. You could easily work a 60 hour week and never once touch one of your top priorities. Time blocking your own calendar with your own priorities is a great way to make sure you do. I think I've been too nice and helpful to others and that might actually be taking me off course or holding me back. Set the goal, figure out the steps to get it accomplished, protect the time to take those steps and make it happen. I love it.
if you're looking to rebuild your sales culture into a winning, results focused group of competitors, without becoming a raving lunatic asshole Sales Manager, then this book is for you. I think I'll be listening to this book once a month, to ensure I stay focused on the only thing that matters... results (which generates revenue).
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.
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.
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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