Summary of Sales Management. Simplified.

The Straight Truth About Getting Exceptional Results from Your Sales Team

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Sales Management. Simplified. book summary
The deck is stacked against sales managers. Indeed, some firms unwittingly prevent their sales managers from reaching sales success.

Rating

8 Overall

9 Applicability

8 Innovation

8 Style

Recommendation

In most companies, sales managers have virtually no control over their time or calendars and often must waste time handling petty tasks and attending meetings that have nothing to do with sales. The time sales managers devote to unrelated activities and other distractions often prevents them from leading their sales teams more effectively and generating new business. Corporate duties force many sales managers to abandon sales management basics – coaching and mentoring salespeople, running sales meetings, working with salespeople in the field, and so on. Sales consultant Mike Weinberg details how sales managers can regain control and propel their teams to better sales. He also shows CEOs how to develop and sustain sales-friendly corporate cultures. getAbstract recommends Weinberg’s masterful, clearly written advice to executives, sales managers and salespeople across a wide variety of industries.

In this summary, you will learn

  • What common problems burden sales managers
  • How to solve these problems
  • What an annual sales plan should accomplish
  • How to create an ideal sales culture
  • How to manage sales talent
 

Summary

Sales Challenges
Sales managers face many problems, some of which they create for themselves. Others result from senior executives who impose unrealistic demands or from corporate cultures that work against salespeople and their leaders. If a sales manager performs poorly, so will the ...
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About the Author

Sales coach and frequent public speaker Mike Weinberg is an experienced salesperson and consultant. He also wrote the bestseller New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development.


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