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Sales Management. Simplified

The Straight Truth About Getting Exceptional Results from Your Sales Team
Auteur(s): Mike Weinberg
Narrateur(s): L. J. Ganser
Durée: 6 h et 57 min
Catégories: Affaires, Leadership
5 out of 5 stars (30 évaluations)

CDN$ 14,95 par mois; les 30 premiers jours sont gratuits. Annulable en tout temps.

Description

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.

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  • Au global
    5 out of 5 stars
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Sales Manager Bible

This book is now my bible. Ive made it mandatory that all our sales reps create there own yearly plans. My team has found real value in this process. Highly recommend this book if you’re a new or seasoned Sales Manager.

  • Au global
    5 out of 5 stars
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    5 out of 5 stars

excellent strategies !

I highly recommend this to anyone in, or getting into sales. this is written from a consultant perspective and keeps very much in point.

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  • Au global
    4 out of 5 stars
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  • Amazon Customer
  • 2016-04-01

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

5 les gens ont trouvé cela utile

  • Au global
    4 out of 5 stars
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  • D Sahney
  • 2016-05-22

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!

2 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
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  • Philips Adeniyi
  • 2019-06-24

Brilliant

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

1 personne a trouvé cela utile

  • Au global
    5 out of 5 stars
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  • kelly6592
  • 2017-06-21

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!

1 personne a trouvé cela utile

  • Au global
    5 out of 5 stars
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  • Susan J Morrissey
  • 2017-01-31

Great listen!

Great book for anyone leading a sales organization... The concepts are easy to understand and implement.

1 personne a trouvé cela utile

  • Au global
    5 out of 5 stars
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  • Josh
  • 2016-03-12

Great and Helpful Read. Honest and Direct.

I enjoyed this book. I took away mych to develop my management style and expectations.

1 personne a trouvé cela utile

  • Au global
    5 out of 5 stars
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  • Homer
  • 2015-10-26

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.

2 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
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  • On the ridge
  • 2020-02-14

anyone who works in sales should get this book

anyone who works in sales should get this book. it is a great read.

  • Au global
    5 out of 5 stars
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  • Jarco P.
  • 2020-02-04

No non-sense, hands-on & real

Sales starts when the sales rep leaves the customer building, that is what I believe.

So goes for this book review. Based on what specific ideas, take aways and insights do I sell this book to you as I just gave it a 5 stars ranking?

Let me start with the author. This man shares his decades of field work in sales, as a rep, a sales manager and as consultant. That alone makes it a powerful piece.

He uses military analogies which I personally like. You could disagree on that.

The book structure is logical providing the most fundamental ideas for sales management. Using examples is powerful but I did find myself hitting the 30sec fast forward button a couple of times also cause of my current knowledge about the subject.

The author provides important priorities which I can support as being effective working in the field myself for many years as a sales consultant in the IT industry.

This book reflects ideas of classic sales management insight. No distraction from cloud native startup interests trying to sell you the next wave of sales effectiveness and / or efficiency. But plain solid advise on how to create and maintain a high performing sales team within the context of an organisation.

I do not agree with everything as you shouldnt too as in the end 'Nobody Knows Anything' (William Goldman, famous screenwriter, explaining why some films flop and some become huge success. check his story: 'adventures in the screen trade')

This book does provide you a very solid vision on sales management writen by a General from the field.

Worth every buck if you are new to sales management in the Small and Medium business or start / scale up environment.

All in all a great listen.

  • Au global
    1 out of 5 stars
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  • Timothy J Monahan
  • 2020-01-27

Very disappointing

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