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Sales Management. Simplified Audiobook

Sales Management. Simplified: The Straight Truth About Getting Exceptional Results from Your Sales Team

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Publisher's Summary

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.

What Members Say

Average Customer Rating

4.6 (33 )
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Performance
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  •  
    Geoff Shorter 22/06/2016
    Geoff Shorter 22/06/2016
    ratings
    REVIEWS
    2
    1
    Overall
    Performance
    Story
    "Recommended"

    Very good. Concise. Well structured and easy to dip in and out of. Use as a reference book for what looks good in sales management

    0 of 0 people found this review helpful
  •  
    David S. 30/03/2016
    David S. 30/03/2016 Member Since 2015
    HELPFUL VOTES
    1
    ratings
    REVIEWS
    10
    1
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    FOLLOWING
    0
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    Overall
    Performance
    Story
    "Overly simplified"

    Basic principles overly simplified for what I was looking for. An ok intro if you're new to it by too much "what" and not enough "how" or "why"

    1 of 3 people found this review helpful
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  • D Sahney
    22/05/16
    Overall
    Performance
    Story
    "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 of 2 people found this review helpful
  • Amazon Customer
    01/04/16
    Overall
    Performance
    Story
    "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

    1 of 1 people found this review helpful
  • Kathryn Watterson
    07/02/17
    Overall
    Performance
    Story
    "YES YES YES YES YES YES...Exactly! Nailed it!"
    Would you recommend this audiobook to a friend? If so, why?

    Get this book if you are in sales at any level- listen to it and do it- not rocket science. If you don't agree with this book, get out of sales or sales management.


    What did you like best about this story?

    This book made me sane again.


    Was this a book you wanted to listen to all in one sitting?

    and then again and again...


    0 of 0 people found this review helpful
  • Susan J Morrissey
    31/01/17
    Overall
    Performance
    Story
    "Great listen!"

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

    0 of 0 people found this review helpful
  • Ram
    Inida
    10/01/17
    Overall
    Performance
    Story
    "Great Book for Sales Managers"

    Its a perfect guide to follow and implement, impressed and started applying all his ideas and suggestions

    0 of 0 people found this review helpful
  • chanda
    04/01/17
    Overall
    Performance
    Story
    "great book"

    loved it. very informative. I am going to re-listen to this again with pen and pad.

    0 of 0 people found this review helpful
  • Suzanne Crane
    13/12/16
    Overall
    Performance
    Story
    "Congratulations! You won't be disappointed!"
    Would you listen to Sales Management. Simplified again? Why?

    Absolutely! The narrator is inspiring and the content is incredibly helpful in a non-stop way. I have a hundred bookmarks in there and I revisit them regularly. This book has wide appeal to me because I'm new to sales, but I also lead a family, a team, and myself. I work my butt off and sometimes wonder why that didn't get me where I wanted to go. In fact, we are all selling something, whether it's a product or an idea, and we are all leading somebody, even if it's just ourselves. How we manage to that matters. Mike Weinberg is a no-nonsense, call it the way he sees it sales leadership coach who is also a great storyteller. He weaves in helpful analogies, many times credited to his dad, that make the reader's journey enjoyable while simultaneously being confronted with the hard truth that many of us have lost sight of basic common sense. That's right, nothing fancy here - the title is 100% on point, but the overall message has widespread applicability. Winning is fairly simple, but most of us have complicated the hell out of it. Whether it's because we have hung on to survivalist habits we picked up during a recession, we have an entitlement attitude about our past efforts and successes, we've become distracted by all the technologies and tools intended to help us do more and do it better, or we have the right people doing the wrong things (or the opposite.) All of this, and so much more have impeded our path to success, and that's just the first half of the book! I promise you'll find that you actually like this guy rather than wanting to kill the messenger. Part two is chock full of tips and tricks to help you clear out the clutter that is holding you back and return to the basics of success, which is more important now that ever before. Big points for the audio version too - rather than getting under your skin, the message gets into your mind and inspires you to be "selfishly productive" so you can get out there and win.


    What was one of the most memorable moments of Sales Management. Simplified?

    Be "selfishly productive" and protect your calendar like it is oxygen. Maximize your time on high value activities that will pay off and learn to say "no" to the rest. You could easily work a 60 hour week and never once touch one of your top priorities. Time blocking your own calendar with your own priorities is a great way to make sure you do. I think I've been too nice and helpful to others and that might actually be taking me off course or holding me back. Set the goal, figure out the steps to get it accomplished, protect the time to take those steps and make it happen. I love it.


    0 of 0 people found this review helpful
  • Joshua
    08/12/16
    Overall
    Performance
    Story
    "A must read/listen!"

    if you're looking to rebuild your sales culture into a winning, results focused group of competitors, without becoming a raving lunatic asshole Sales Manager, then this book is for you. I think I'll be listening to this book once a month, to ensure I stay focused on the only thing that matters... results (which generates revenue).

    0 of 0 people found this review helpful
  • zachary
    24/10/16
    Overall
    Performance
    Story
    "Results-altering!"

    Mike is straight to the point, and his blunt style resonated extremely well with me. It was great affirming that our team does lots of things right, but also nice to see some areas that will make an immediate impact if we truly want a culture of winning at our company.

    0 of 0 people found this review helpful
  • cronin
    02/10/16
    Overall
    Performance
    Story
    "Really good book for anyone in sales"

    Some of the these 'sales books' are so thin of content that is obvious the author is just someone looking to make a couple extra bucks or build his profile Mike Weinberg is the opposite. Business owners spend hundreds/thousands of dollars for much of the same info (consulting) contained in the book. It was also entertaining and well paced. Looking forward to reading other Mike Weinberg book. If you are looking for a good book on sales management / sales productivity I recommend it.

    0 of 0 people found this review helpful

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