Sales Management. Simplified

The Straight Truth About Getting Exceptional Results from Your Sales Team

By: Mike Weinberg

Narrated by: L. J. Ganser

Length: 6 hrs and 57 mins

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.

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

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!

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!

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.

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.

Very disappointing

The whiny and pompous text was made all the more unbearable by the over the top performance.

Brilliant

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

Man with an ego

This guy make himself sound like a egotistical jerk. Because of that its not good listening.

Panasonic Eco-Solutions

This first half of this book intimately, accurately, and specifically illustrates the culture and environment of Panasonic Eco solutions regional sales manager position.

This is one of the best sales management books ever published and describes perfectly why I left Panasonic eco-solutions and why that company will fail under Jim Shelton and Brian Kincaid.

It was amazing how accurately the Panasonic culture was described and how eye-opening the depiction was. Toxic leadership is terminal, once identified, leave immediately. It will be the best decision you ever make.

Not great

The first half of the book was irritating. The narrator sounded pissed off, negative and bitter. It went over what not to do. The how to stuff was basic...meet with sales team one on one meetings, track results, etc.

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.

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"

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.

and insightful read, packed with more information

A good read with actionable information and a down-to-earth presentation of straightforward management techniques.

great ideas that I can implement today.

well worth the listen.. many great suggestions that you can start doing straight away and have confidence will have an impact

A great book to keep the saw sharp

Although you could say there wasn't anything revolutionary in this book, Mike is full of common sense and he's reminding us of Sales 101. I have listened to this book a number of times and still enjoy it

Read it

A great refresher or equally great starting point for sales management. Definitely worth your time.

Direct and succinct

Excellent bite sized information which is easy to absorb, adopt and initiate. Definitely listening to this every 6 months.

A good summary of many other's thoights

There are some useful nuggets in this book but a lot of it is repeat from other sources.

Essentially the moral of the book is to focus and hit your targets. if you can't do that you can't sell. There's not a huge amount on technique for managing sales team, a few stories shared and some motivation.

Fantastic Advice for a New Sales Manager

Before interviewing for a promotion I started reading this book and when I got the job I adopted much of the advice in this book, and I've started really confidently and well. You have to see past the cheesy American narration but the fundamentals in this book are really clear and, in my short time as sales manager, really seem to work!