Sales Management. Simplified.

Advance Praise for Sales Management. Simplified. "This is arguably the best book that has ever been written on sales management."-- From the foreword by Jeb Blount, CEO of Sales Gravy, and author of People Follow You "In Sales Management. Simplified., Mike Weinberg has written more than a great sales management book; he's crafted a no-nonsense, step-by-step guide for sales success."-- Chris Pflueger, Vice President, Business Development, RE/MAX World Headquarters "Your sacred cows will be slaughtered, and conventional wisdom turned on its head. Weinberg, in his blunt, inimitable take-no-prisoners style, offers no quarter. You are going to change what you believe as a sales leader. You are going to change what you do. And you are going to be thankful for the better results you produce."--Anthony Iannarino, speaker, author, sales leader "An absolute must-read for leaders at every level! Whether you've been a sales leader for years or just starting out, Sales Management. Simplified. provides the framework to dramatically improve your team's performance and overall culture. Just executing the inspiring call to action in Chapters 20-22 will produce the best ROI of your career." --Khris Stillman, Director of Sales, National Distribution, Verizon Wireless "Mike Weinberg cuts through the crap, makes you laugh, and teaches the fundamental of sales leadership all at the same time. This book is absolutely jammed with entertaining, essential advice that Will. Help. Your. Team. Sell. More."--Matt Heinz, President, Heinz Marketing, Top 50 Sales and Marketing Influencer "Sales Management. Simplified. is a wake-up call for all executives, not just sales leaders. Mike Weinberg shares the "blunt truth" about the problems in sales organizations with real-life examples that will make you laugh (or maybe cry). Then he delivers a blueprint for change. Take Mike's challenge to heart. Put his sales management framework into action. Enjoy the positive results that follow." --Mark Peterman, CEO, Cornerstone Solutions Group, Inc. "Sales Management. Simplified. is a valuable road map to profitably grow sales. Starting with creating the right sales culture, we are implementing Mike Weinberg's three clear principles of sales management to help us become the dominant leader in heavy-duty trucks." --Stephen Roy, President, Mack Trucks, NA

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