Sales management : simplified : the straight truth about getting exceptional results from your sales team / Mike Weinberg.
Material type: TextPublication details: New York : Amacom-American Management Association, 2016.Description: 210 p. ; 23 cmContent type:- text
- unmediated
- volume
- 9780814436431
- 21 658.81 W.M. S 2016
Item type | Current library | Call number | Status | Date due | Barcode | |
---|---|---|---|---|---|---|
Books | Main Library Main Stacks | 658.81 W.M. S 2016 (Browse shelf(Opens below)) | Available | 00017400 |
Includes index.
so goes the organization -- A sales culture without goals is a sales culture without results -- You can't effectively run a sales team when you're buried in crap -- Playing crm desk jockey does not equate to sales leadership -- You can manage, you can sell, but you can't do both at once -- A sales manager either wants to make heroes or be the hero -- Sales suffer when the manager wears the fire chief's helmet -- The trouble with one size fits all sales talent deployment is that one size -- Turning a blind eye to the perennial underperformer does more damage -- Than you realize -- Compensation and complacency start with the same four letters -- An anti-sales culture disengages the heart of the sales team -- The big ego senior executive "sales expert" often does more harm than good -- Entrepreneurial, visionary leaders forget that their people can't do what they can do -- The lack of coaching and mentoring produces ineffective salespeople -- Amateurish salespeople are perceived simply as vendors, pitchmen and commodity sellers -- Sales leaders chase shiny new toys searching for the magic bullet -- Practical help and a simple framework to get exceptional results from your sales team -- A simple framework provides clarity to the sales manager -- A healthy sales culture changes everything -- Sales managers must radically reallocate their time to create a winning -- Sales culture -- Regular 1:1 results-focused meetings between sales manager and each salesperson will transform your sales culture -- Productive sales meetings align, equip, and energize the team -- Sales managers must get out in the field with salespeople -- Talent management can make or break the sales leader -- Strategic targeting : point your team in the right direction -- The sales manager must ensure the team is armed for battle -- Sales managers must monitor the battle and be ruthless with their time -- Index.
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