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Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team (UK Professional Business Management / Business) de [Weinberg, Mike]
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Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team (UK Professional Business Management / Business) Versión Kindle


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Longitud: 243 páginas Word Wise: Activado Tipografía mejorada: Activado
Volteo de página: Activado Idioma: Inglés

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-Whether you're a sales manager, a C-suite executive or a sales rep...I highly recommend Sales Management. Simplified. I review tons of sales books and this is one of the best I have ever read.- --Omaha World Herald

Descripción del producto

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.


Detalles del producto

  • Formato: Versión Kindle
  • Tamaño del archivo: 792 KB
  • Longitud de impresión: 243
  • Editor: AMACOM (21 de octubre de 2015)
  • Vendido por: Amazon Media EU S.à r.l.
  • Idioma: Inglés
  • ASIN: B01019D3QC
  • Texto a voz: Activado
  • X-Ray:
  • Word Wise: Activado
  • Tipografía mejorada: Activado
  • Valoración media de los clientes: Sé el primero en opinar sobre este producto
  • Clasificación en los más vendidos de Amazon: n.° 100.656 de Pago en Tienda Kindle (Ver el Top 100 de pago en Tienda Kindle)
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Amazon.com: 4.9 de un máximo de 5 estrellas 153 opiniones
16 de 16 personas piensan que la opinión es útil
5.0 de un máximo de 5 estrellas Great content! 6 de diciembre de 2015
Por Jeremey Donovan - Publicado en Amazon.com
Formato: Versión Kindle Compra verificada
First my summary, then a few comments about the book:

1. Build a high-performance culture with:
a. Strong sense of purpose
b. Accountability for results relative to goals
c. Variable compensation that is truly earned
d. Energy/Celebration
e. Peer pressure and direct feedback

2. Manage your talent (4Rs)
a. Right people in the right roles: Specialize your team into dedicated hunters, farmers (account managers), and sales managers
b. Retain top producers: training, tools, and recognition
c. Remediate or replace underperformers
d. Recruit by spending dedicated time on referrals and asking for specific during interviews, including: (i) details of a successful past deal & (ii) how they plan to approach the job

3. Lead productive sales team meetings covering:
a. Sales results & outstanding individual/team performance
b. Success stories
c. Best practices
d. Deal strategy brainstorming
e. Training (esp. with role play)
f. Business plan reviews covering: goals, strategies, proposed actions, expected obstacles, and professional development
g. At the conclusion, have people share their biggest take-away

4. Coach and mentor salespeople by:
a. Conducting regular, results focused 1:1 meetings by examining (IN ORDER!)
i. Results relative to quota
ii. Pipeline (movement of existing opportunities; new opportunities added)
iii. Activity
b. Removing real obstacles (though beware of excuses)
c. Spending time in the field (or in side-by-sides for inside sales) covering:
i. Pre-call planning (names, personalities, & meeting expectations of prospects; call flow; expected challenges; primary meeting goal)
ii. Post-call review, letting the salesperson share her take first
iii. Generally getting to know salespeople’s motivations

5. Set the standard for effective sales calls. For example:
a. Share the agenda and get buy-in
b. Add value every time as a customer-issue-focused problem-solver
c. Probe and listen (instead of leading with talking about the product) to determine if prospects are qualified and to write better proposals
d. Hold a conversation rather than give a presentation
e. Crisply articulate the “sales story” in a way that is succinct, compelling, and customer-issue focused
f. Lead the customer rather than letting the customer lead you

6. Additional recommendations:
a. Regularly assess territory strategy to ensure salespeople are targeting the accounts the highest-potential accounts. They should have enough accounts to work, but not too many to adequately work.
b. Avoid negativity
c. Be selfishly productive, proactivity calendaring all priority activities and saying no to reactive, non-results-oriented tasks & meetings
d. Be careful not to avoid your high performers or focus too much on underperformers
e. Demand (from finance/operations) accurate, timely, usable reports to monitor sales results and pipeline

Review comment: While the book has great content, it takes work to extract it since (a) the entire first half of the book is a long rant (b) the rant continues at times in the second half (c) there is a decent amount of repetition (d) the author is, at times, overly self-promotional (e) the organizing structure (culture, talent management, and process) is somewhat loose and intertwined with a second framework (1:1s, team meetings, and field work).
7 de 7 personas piensan que la opinión es útil
5.0 de un máximo de 5 estrellas Required reading for every CEO and Sales leader - Timeless first principles. 21 de marzo de 2016
Por T. Cameron - Publicado en Amazon.com
Formato: Tapa dura Compra verificada
[I am a former Salesforce.com and Yammer sales leader who started his sales career in 1994]

Reading Part One of this book was like a cathartic 'war stories' session I would have liked to have had with any number of fellow veteran sales leaders. Mike provides instructive, real world examples of how best to screw up your investment in the sales function and then leads you to the promised land whereby you can navigate around all these common pitfalls - The first half of this book should be required reading for any CEO who wants to know how best to work with and support their head of revenue.

Part Two will be mandatory study for every sales manager I have reporting to me in the future. Hailing from before the 'Sales 2.0' era, Mike clearly articulates the first principles of selling, which have become obfuscated in a world of short-cuts and technology, thereby abstracting leaders from the core of how to weave the blanket of revenue that keeps us all warm at night.

My 20+ years in the sales game has been characterized by having a student's mind - Having consumed nearly every popular methodology and sales text available I am hard to impress and Mike has knocked it out of the park with this irreverent and I hope seminal text.
14 de 15 personas piensan que la opinión es útil
5.0 de un máximo de 5 estrellas Buy one for everybody 14 de octubre de 2015
Por Barbara Weaver Smith - Publicado en Amazon.com
Formato: Versión Kindle Compra verificada
If you’re a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or if you’re the manager of operations or finance or marketing or customer service or R&D or human resources at a company that has a sales manager, please buy this book, read it right away, and start handing out copies to everyone in your company who ever expresses an opinion about the performance of the sales team.
It’s directed to the sales manager, but that guy or gal lives inside a culture with a lot of other culprits as well, so pass it around.

I’m not usually a fan of books that spend a lot of time documenting the problem. Too often they’re collections of cheap shots by someone who just wants to show off. But this is an exquisitely pointed but good-natured collection of stories about how poor sales management causes trouble for your company, organized into 16 sales management flaws and the specific kinds of trouble that they cause.

Honestly, if you only read Part One, “Blunt Truth from the Front Lines,” and swear out loud “I’ll never do THAT again!” after each chapter, you’d make great progress. But to be safe, I recommend you go ahead with Part Two, which is all the practical help you'll ever need.

Mike has a great voice—rich experience and insight delivered with the punch of a stand-up comic. You can’t make this up. And he didn’t. It’s all real, all the way through.
2 de 2 personas piensan que la opinión es útil
5.0 de un máximo de 5 estrellas Mike's book was a wake up call, I had been coasting! 12 de diciembre de 2016
Por S A Whaley - Publicado en Amazon.com
Formato: Tapa dura Compra verificada
I have a problem. I buy all the latest sales books. I read them, make a few notes and move on to the next. I have a sales library any sales pro would be proud of but the challenge is actually acting on the wise words written by these sales experts. (I am the same with cook books but that is another story!)

This year I took action. I decided I would only read 2 sales books and put their words into action. Mike Weinberg's Sales Management Simplified is one of the books I settled on.

I have been in sales for over 20 years and managing sales teams for over 10. Mike's book was a wake up call, I had been coasting! My numbers were okay but I knew I could deliver more. I read Sales Management Simplified and it was the kick up the backside I needed. I had got sloppy with regular 1:1's, was going through the motions with my team meetings. Not any more.

I read Mr Weinberg's book every month, I even have it on Audible, his words inspired me to re-evaluate the way I was operating as a Sales Manager. No more coasting.

Now our 1:1s happen every week, with talking points submitted by the sales person a few days before. Same with team meetings, they are interactive, fun and we learn together. I am in the field more and our 'ride-alongs' are much more structured and have become real occasions for development and learning.

I manage remote sales teams so I need to be on the top of my sales game if I expect my team to deliver. I need to work smarter to inspire my sales force as they all sell from home offices and not on a bustling sales floor.

I have no connection with Mike so believe me when I say that his book has helped me a) exceed tough team targets, b) develop my sales people c) given me fire in my belly and be proud to be a Sales Manager again.

Let's be honest being a sales manager can be a lonely job, managing sales people and our superiors can be a tough job. Do yourself a favor, buy this book, read it, re-read it and act on it. Having Mike Weinberg in your corner will seriously improve your team results and get you passionate about the craft of sales management.
2 de 2 personas piensan que la opinión es útil
5.0 de un máximo de 5 estrellas A Clear Dose Of Reality: Not What You Want To Hear But What Truly Works 21 de febrero de 2016
Por Kyle Kubica - Publicado en Amazon.com
Formato: Versión Kindle Compra verificada
If you want feel good fluff or easy system gimmicks, this book will probably not be for you. But if you are searching for a dose of reality, a hard look in the mirror, or very precise guidelines to start building a winning sales culture, this book hits the nail on the head.

The first half takes a very edgy look at corporate mistakes and obstacles in play, that prevent a sales organization from maximizing results. For an author to be so candid and blunt, regarding some of the very organizations that he has assisted, is both bold and refreshing.

The second segment, is all about creating a successful sales roadmap for any leader. Weinberg not only speaks in theory, but gives very clear steps, backed by personal story evidence, to guide the leader on a path to success.

Mike Weinberg's book is relentlessly results driven. It focuses on sharpening the activities and practices that create the biggest performance improvements. He challenges the reader to change their priorities and create their own winning sales culture. With the proper commitment in response, every sales leader will be better prepared for success and effectively raise the bar of expectations for those professionals that they manage and coach.
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