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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

Average Customer Ratings

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    4 out of 5 stars
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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 of 5 people found this review helpful

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    4 out of 5 stars
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    4 out of 5 stars

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 of 2 people found this review helpful

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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 of 1 people found this review helpful

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Great listen!

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

1 of 1 people found this review helpful

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Great and Helpful Read. Honest and Direct.

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

1 of 1 people found this review helpful

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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.

2 of 3 people found this review helpful

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wonderful book

great book based on very true scenarios. I recommend to sales managers and sales people

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Blunt straightforward approach

Good use of words
Has a good flow
Facts are placed with good examples
Great performance overall

Great for anybody who wants to get into the sales



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Very helpful

very helpful book with lots of actionable take aways to be implemented. I would recommend reading for any sales manager.

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Great Crash Course on Sales Management

Great ideas on managing a team. I like that it presents ideas and leaves the details up to you... to often these books try to solve the complex problem for you rather than present the simple ideas that when tailored to your team will resolve the issue.

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  • Matt Baller
  • 07-11-18

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
  • 04-24-18

A must read

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

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  • falcon_jassim
  • 11-10-17

absolutely basic and high value creating

the book focus on timeless and basic sales concepts and warns you againts fads. very helpful for anyone looking into sales management.

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  • Amazon Customer
  • 07-19-17

Stick with it, it does get better

initial first 19 or so chapters could have been consolidated in to one chapter and did seem to go on like a broken whiney record. however, part two of the book is where the fun begins and gives a good overview of the basics that you should follow managing a sales team. Plenty learnt that will be put in to practice.

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  • Geoff Shorter
  • 06-22-16

Recommended

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

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  • David S.
  • 03-30-16

Overly simplified

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"

1 of 3 people found this review helpful

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  • Angie Wilkes
  • 03-04-18

Painful to listen to

I like to listen to my audio books in the background as i work and normally pick up fabulous ideas. Not with this book, how depressing. He spends the whole time complaining about other departments. I stopped the book at chapter 14 and by that point had not picked up one tip. shocking!!

0 of 1 people found this review helpful