Sales management simplified : the straight truth about getting exceptional results from your sales team / Mike Weinberg.
| Author/creator | Weinberg, Mike, 1967- |
| Format | Electronic |
| Edition | First Edition. |
| Publication Info | New York : Amacom -- American Management Association, [2016]. |
| Description | 1 online resource |
| Supplemental Content | Full text available from Ebook Central - Public Library Complete |
| Subjects |
| Contents | Foreword / by Jeb Blout -- Introduction -- Blunt truth from the front lines : why so many sales -- As goes the leader, 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. |
| General note | Includes index. |
| Access restriction | Available only to authorized users. |
| Technical details | Mode of access: World Wide Web |
| Source of description | Description based on print version record. |
| Issued in other form | Print version: Sales management New York : Amacom -- American Management Association, [2016]. 9780814436431 (hardcover) |
| Genre/form | Electronic books. |
| LCCN | 2019716298 |
| ISBN | 9780814436448 ebook |
| ISBN | hardcover |
Availability
| Library | Location | Call Number | Status | Item Actions |
|---|---|---|---|---|
| Electronic Resources | Access Content Online | ✔ Available |