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Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team

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en Limba Engleză Carte Hardback – 21 Oct 2015

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.

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Specificații

ISBN-13: 9780814436431
ISBN-10: 0814436439
Pagini: 224
Dimensiuni: 162 x 235 x 22 mm
Greutate: 0.50 kg
Ediția: Specială
Editura: Amacom
Colecția Amacom
Locul publicării: Nashville, United States

Cuprins

Contents

Foreword by Jeb Blout
Introduction
Part OneBlunt Truth from the Front Lines: Why So Many Sales
Organizations Fail to Produce the Desired Results
Chapter 1As Goes the Leader, So Goes the Organization
Chapter 2A Sales Culture Without Goals is a Sales Culture Without Results
Chapter 3You Can’t Effectively Run a Sales Team When You’re Buried in Crap
Chapter 4Playing CRM Desk Jockey Does Not Equate to Sales Leadership
Chapter 5You Can Manage, You Can Sell, But You Can’t Do Both at Once
Chapter 6A Sales Manager Either Wants to Make Heroes or be the Hero
Chapter 7Sales Suffer When the Manager Wears the Fire Chief’s Helmet
Chapter 8The Trouble with One Size Fits All Sales Talent Deployment is that One Size
Does Not Fit All
Chapter 9Turning a Blind Eye to the Perennial Underperformer Does More Damage
Than You Realize
Chapter 10 COMPensation and COMPlacency Start with the Same Four Letters
Chapter 11 An Anti-Sales Culture Disengages the Heart of the Sales Team
Chapter 12 The Big Ego Senior Executive “Sales Expert” Often Does More Harm than
Good
Chapter 13 Entrepreneurial, Visionary Leaders Forget that Their People Can’t Do What They Can Do
Chapter 14 The Lack of Coaching and Mentoring Produces Ineffective Salespeople
Chapter 15 Amateurish Salespeople Are Perceived Simply as Vendors, Pitchmen and
Commodity Sellers
Chapter 16 Sales Leaders Chase Shiny New Toys Searching for the Magic Bullet
Part TwoPractical Help and a Simple Framework to Get Exceptional Results from
Your Sales Team
Chapter 17 A Simple Framework Provides Clarity to the Sales Manager
Chapter 18 A Healthy Sales Culture Changes Everything
Chapter 19 Sales Managers Must Radically Reallocate Their Time to Create a Winning
Sales Culture
Chapter 20 Regular 1:1 Results-focused Meetings Between Sales Manager and Each
Salesperson Will Transform Your Sales Culture
Chapter 21 Productive Sales Meetings Align, Equip, and Energize the Team
Chapter 22 Sales Managers Must Get Out in the Field with Salespeople
Chapter 23 Talent Management Can Make or Break the Sales Leader
Chapter 24 Strategic Targeting: Point Your Team in the Right Direction
Chapter 25 The Sales Manager Must Ensure the Team is Armed for Battle
Chapter 26 Sales Managers Must Monitor the Battle and be Ruthless with Their Time
Index