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

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

Autor Mike Weinberg
en Limba Engleză Hardback – 21 oct 2015

Notăm cu interes faptul că Sales Management. Simplified. se adresează direct managerilor de vânzări, directorilor executivi și antreprenorilor care se confruntă cu o stagnare a rezultatelor comerciale. Considerăm că forța acestui text rezidă în onestitatea sa brutală: Mike Weinberg demonstrează că, de cele mai multe ori, problema nu este lipsa de talent a echipei, ci modul defectuos în care aceasta este condusă. Abordarea sa diferă de The Unstoppable Sales Team de Shawn Casemore prin faptul că este mai puțin abstractă și mult mai aplicabilă, eliminând jargonul corporatist în favoarea unor soluții imediate pentru gestionarea timpului și a resurselor.

Descoperim aici o continuare logică a filozofiei autorului din New Sales. Simplified.. Dacă lucrarea anterioară se concentra pe procesul de prospectare și închidere, volumul de față mută reflectorul pe ecosistemul de management. Mike Weinberg subliniază că un lider nu poate fi în același timp „pompierul” care stinge incendii operaționale și arhitectul unei strategii de creștere. Cartea este organizată meticulos, începând cu o analiză a motivelor pentru care organizațiile eșuează — de la dependența de CRM ca substitut pentru leadership, până la greșeala fatală de a promova cel mai bun vânzător în funcția de manager fără un suport adecvat.

În partea a doua, autorul oferă un cadru de lucru pentru crearea unei culturi orientate spre obiective, desfășurarea unor ședințe productive și, esențial, remedierea sau eliminarea subperformanței. Stilul narativ îmbină sfaturile pragmatice cu anecdote din teren, oferind instrumente clare pentru a pune oamenii potriviți în rolurile corecte și pentru a menține motivația echipei pe termen lung.

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Specificații

ISBN-13: 9780814436431
ISBN-10: 0814436439
Pagini: 224
Dimensiuni: 160 x 236 x 25 mm
Greutate: 0.39 kg
Ediția:Specială
Editura: Amacom
Colecția Amacom
Locul publicării:Nashville, United States

De ce să citești această carte

Recomandăm această carte oricărui manager care simte că este „îngropat” în sarcini administrative în detrimentul conducerii reale. Cititorul va câștiga un sistem simplificat de management al vânzărilor, învățând cum să identifice rapid erorile de leadership care blochează veniturile. Este lectura ideală pentru a transforma o echipă mediocră într-o forță de vânzări disciplinată și orientată spre rezultate concrete.

Despre autor

Mike Weinberg este fondatorul și președintele The New Sales Coach, o companie de consultanță specializată în managementul vânzărilor și dezvoltarea de noi afaceri. Cu sediul în St. Louis, Weinberg a devenit o voce autoritară în domeniu datorită abordării sale directe și pragmatice. Succesul său internațional a fost consolidat de titluri precum New Sales. Simplified. și Sales Truth, lucrări care au redefinit standardele în instruirea echipelor comerciale prin eliminarea miturilor ineficiente și concentrarea pe strategii de execuție verificate în teren.

Recenzii

'If you want a clear and concise overview of exactly what you need to do to run a superstar sales team, this is the book for you. Mike takes his years of experience and shares with you his best ideas on how to make successful sales management...simple. I highly recommend this book to anyone in sales.' --John Spence, Top 100 Business Thought Leader in America, and author of Awesomely Simple
'Mike's book does exactly what it needs to for executives: Part One unsettles you by holding a mirror uncomfortably close while Part Two delivers a SIMPLE, straightforward plan to improve your sales team.' --Bill Hinderer, President, Tacony Corporation
'This is the first blunt, spot-on sales management book that will unsettle you to the core about how you lead people. A must-read for every sales manager, for every salesperson to buy for their manager, and for anyone who wants to be a manager!' --Mark Hunter, 'The Sales Hunter,' and author of High-Profit Selling
'Weinberg has clearly and simply laid out the recipe for success in sales management in this easy-to-read and easy-to-follow common sense book. I will be distributing it to all my fellow business owners and clients as mandatory reading for growth and profit improvement.' --Gina Hoagland, President, Collaborative Strategies, Inc.
'Weinberg's book drips with the common sense wisdom of experience. Topic after topic, he finds the sweet spot between sound theory and practical advice. The chapters on manager conversations and business plans are worth the price alone! Stock up on highlighter pens -- you'll need them.' --Charles Green, CEO, Trusted Advisor Associates, and co-author of The Trusted Advisor
'Wow! This is the best book for sales leaders I have read in 20 years. If you're not afraid of the truth and serious about getting better, use this guide to transform your sales team. Merci, Mike!' --Sebastien Zuchowski, Vice President, Marketing and amp; Sales, ERP Guru

Descriere

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.

Descriere scurtă

Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms.
Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies 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 can unknowingly undermine performance.
Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed.
In Sales Management. Simplified., Weinberg teaches managers how to:
  • Implement a simple framework for sales leadership
  • Foster a healthy, high-performance sales culture
  • Conduct productive meetings
  • Put the right people in the right roles
  • Retain top producers and remediate underperformers
  • Point salespeople at the proper targets
Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed.
Managing sales doesn't have to be complicated, and the solution starts with you!

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