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 (1,332 ratings)

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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.
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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 people found this helpful

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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!

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Brilliant

A holistic approach in solving sales challenges in any organization coming from someone with in depth experience on the subject.

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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!

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Great listen!

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

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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.

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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 people found this helpful

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Best Book Ever!

I have implemented his techniques slowly and I am seeing improvements in myself as well as my team. This is a must read for all sales managers regardless of your industry.

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Wow!

Everything in this book hits the nail on the head. Thank you for the great info. I especially love the slap in the face in Part 1. Getting back to basics is what selling should be and is a breath of fresh air.

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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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  • Kieran Smith
  • 12-22-19

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
  • 05-17-20

Simple, hands on, just what I needed!

Loved it! Goes to the basics. No bullshit:)
Would recommend it to sales reps to understand the manager better!

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  • JHS
  • 04-28-20

Cut to the Chase

Great, no nonsense approach and appraisal of almost every sales environment and applicable to almost every industry. For most current and practicing Sales Managers a great tool to help refocus. Fantastic learnings for the newly appointed....and for this of us who have been around the block a few times, rejuvenating (and an amusing reflection on my career to date) I defy anyone not to recognise some or all the faux pas referred to in this book. Fantastic!

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  • Gareth Travell
  • 03-19-20

very meh

nothing new. very cheesy. the book is just a series of clearly made up stories that he fixes with things anyone who has worked in sales for over a year would know. pick something else.

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  • AM GRIFFITHS
  • 03-04-20

Skip the first half (16 Chapters)

Over half of this book is spent recalling war stories and moaning about all the past clients, I'd skip straight to chapter 17 to get advice

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  • Anonymous User
  • 01-27-20

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
  • 01-24-20

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
  • 11-24-19

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
  • 07-13-19

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
  • 05-23-19

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.