πŸ“’ Author : Mike Weinberg
πŸ“’ Publisher : AMACOM
πŸ“’ Release Date : 2015-10-21
πŸ“’ Pages : 224
πŸ“’ ISBN : 9780814436448
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : 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.


πŸ“’ Author : Mike Weinberg
πŸ“’ Publisher :
πŸ“’ Release Date : 2015-10-01
πŸ“’ Pages : 224
πŸ“’ ISBN : 0814436439
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answerβ€”and it’s one that may surprise you. Typically, the issue lies not with the sales teamβ€”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 β€’ Foster a healthy, high-performance sales culture β€’ Conduct productive meetings β€’ Create a killer compensation plan β€’ Put the right people in the right roles β€’ Coach for success β€’ Retain top producers and remediate underperformers β€’ Point salespeople at the proper targets β€’ Sharpen your sales story β€’ Regain control of your calendar β€’ And more Long on solutions and short on platitudes, Sales Management. Simplified.delivers the tools you need to succeed.


πŸ“’ Author : Mike Weinberg
πŸ“’ Publisher : AMACOM Div American Mgmt Assn
πŸ“’ Release Date : 2012-09-04
πŸ“’ Pages : 220
πŸ“’ ISBN : 9780814431771
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : Shares examples and anecdotes and offers a framework to successfully develop new business.


πŸ“’ Author : William Miller
πŸ“’ Publisher : AMACOM
πŸ“’ Release Date : 2009-07-15
πŸ“’ Pages : 256
πŸ“’ ISBN : 9780814414576
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : Today's sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them, multi-tasking, and managing complex sales processes in order to close more and more deals. This book provides readers with a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, ProActive Sales Management shows sales managers how to: * motivate a sales team * get their sales team to prospect and qualify * create a proactive sales culture * effectively coach and counsel up and down the sales organization * reduce reports to one sheet of paper and 10 minutes a week * forecast with up to 90% accuracy * take A players to A+ levels Packed with all new metrics and tactics for making the numbers in today's sales environment, this is an important resource no sales manager should be without.


πŸ“’ Author : David Brock
πŸ“’ Publisher : Partners in Excellence
πŸ“’ Release Date : 2016-05-17
πŸ“’ Pages : 358
πŸ“’ ISBN : 0997560207
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category :

SYNOPSIS : Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you'll face as a Front Line Sales Manager. If you're a sales manager, or want to become one, this book shows you how to survive-and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top-and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified


πŸ“’ Author : Mike Weinberg
πŸ“’ Publisher : HarperCollins Leadership
πŸ“’ Release Date : 2019-06-11
πŸ“’ Pages : 240
πŸ“’ ISBN : 9781595557544
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want. Can you handle the truth? Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed β€œexperts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed? Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack. Yet, ironically, it seems that the more of these new miracle solutions you adopt, the harder it is to get results. In Sales Truth, Mike Weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and nonsense, so you can start winning more New Sales. Here’s the truth: Many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of β€œlikes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team. What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book. Mike Weinberg, bestselling author of New Sales. Simplified. and Sales Management. Simplified., brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe. Stop looking for the shortcut or secret sales sauce and instead apply Weinberg’s proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible.


πŸ“’ Author : Jason Jordan
πŸ“’ Publisher : McGraw Hill Professional
πŸ“’ Release Date : 2011-10-14
πŸ“’ Pages : 272
πŸ“’ ISBN : 9780071769617
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : Boost sales results by zeroing in on the metrics that matter most β€œSales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” β€”Arthur Dorfman, National Vice President, SAP β€œCracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” β€”Mike Nathe, Senior Vice President, Essilor Laboratories of America β€œThe authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the fieldβ€”and this book tells how do to that in an easy-to-understand, actionable manner.” β€”Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions β€œThere are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” β€”John Davis, Vice President, St. Jude Medical β€œCracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” β€”Bob Kelly, Chairman, The Sales Management Association β€œA must-read for managers who want to have a greater impact on sales force performance.” β€”James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University β€œThis book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” β€”Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can β€œmanage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: β€œThere’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.


πŸ“’ Author : Chris Lytle
πŸ“’ Publisher : John Wiley & Sons
πŸ“’ Release Date : 2011-03-29
πŸ“’ Pages : 256
πŸ“’ ISBN : 9781118063934
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves. Full of helpful steps you can apply immediately?whether you're training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams. Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't Author has a previous bestseller, The Accidental Salesperson Don't get caught in the "sales management trap" or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.


πŸ“’ Author : John Treace
πŸ“’ Publisher : Greenleaf Book Group
πŸ“’ Release Date : 2011-09-01
πŸ“’ Pages :
πŸ“’ ISBN : 9781937110208
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : Sometimes managing a sales team feels like trying to manage chaos, and in a way it is-there are so many unpredictable influences at work in sales. In Nuts and Bolts of Sales Management, John Treace, mining decades of executive sales experience gained from successful business turnarounds, provides managers with proven strategies to build a high-performing sales team that will consistently produce desired results.The tools and tactics included in Nuts and Bolts of Sales Management help sales managers identify and solve the problems that cause companies to stumble and fail. Leaders will learn how they can take their sales force to the next level by developing effective sales processes and by promoting high morale and team work. This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day. Here is a sample of some: - How to ensure predictable sales performance- Effective forecasting & managing the quarter- What to do when sales plans are missed- How to design highly effective meetings and award programs- Making effective presentations to management- Minimize the need for hiring and firing- How to balance morale, execution & teamwork- How to develop a powerful sales culture- Developing effective metrics- How to Leveraging expenses while managing the budget- Effective use of consultants- How to sleep well at night nearing the end of any sales quarter This practical handbook was written for current sales VPs or managers, salespeople who desire to move into management, and CEOs, COOs, CFOs and others wishing to have a better understanding of the principles and systems that drive high-velocity sales organizations.


πŸ“’ Author : Butch Bellah
πŸ“’ Publisher : John Wiley & Sons
πŸ“’ Release Date : 2015-09-16
πŸ“’ Pages : 360
πŸ“’ ISBN : 9781119094050
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more. Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of salesβ€”from prospecting to closing. Shows you how to reach your fullest potential in sales Helps you effectively inspire great performance form any sales force Demonstrates how to prospect, recruit, and increase your organization's income and success Teaches you how to manage sales teams to greatness If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.