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Review �...whether you�re a beginning sales manager, an experienced sales manager trying to improve an underperforming team, or a successful sales manager�this book is for you.� --Jack Malcolm blog �I can think of no better gift a sales manager can give to herself that buying, devouring, highlighting, annotating the book.� --Partners in EXCELLENCE Blog �Sales Management. Simplified. is entertaining and completely real�I could fill, well, a book, with the observations, quips and insights that Mike provides (so buy the book).� --The Demand Creator Blog �Sales Management is not for the timid, and Mike Weinberg has put together a great how-to and how-not-to guide on the subject.� --KiteDesk '..no B.S., take-no-prisoners advice and methods for building, coaching, managing and getting the most from your sales team.' --Art Sobczak, Smart Calling 'Mike has a great voice�rich experience and insight delivered with the punch of a stand-up comic.' --The Whale Hunters ��common sense prescription for building and managing high performance sales teams, with no silver bullets, short-cuts, or fads � it�s blunt and reinforces the idea that less is more.� --Peak Sales Recruiting �This book tops our list for the new VP Sales�Weinberg�s guide for sales executives is a must-read.� --Peak Sales Recruiting 'Whether you�re a sales manager, a C-suite executive or a sales rep�I highly recommend Sales Management. Simplified. I review tons of sales books and this is one of the best I have ever read.' --Omaha World Herald Read more Book Description 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. Read more From the Inside Flap With more sales tools, toys, gimmicks, and processes available than any of us know what to do with, and the deafening noise from today�s supposed sales �experts,� why are sales managers and executives working harder yet are more frustrated than ever? And why do so many sales teams continually underperform? When did sales get so . . . confusing? If you�re searching for the answer to why your sales force misses the mark, the answer may surprise you. More often than not, the issue doesn�t lie with the sales team, but with how it�s being led. Is it possible you�re unknowingly under-mining your company�s sales effort? In Sales Management. Simplified., expert sales consultant Mike Weinberg offers blunt truth from the front lines, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales leaders. Providing a simple, actionable framework you can adopt to create dramatic and lasting sales performance improvement, Sales Management. Simplified. shows you how to: Create a healthy, high-performance sales culture � Increase accountability without being a hostage to your CRM � Fix your ineffective compensation plan � Conduct productive meetings that align, equip, and energize your team � Put the right people in the right roles � Coach for success � Retain top producers and quickly remediate or replace underperformers � Sharpen your sales attack � Regain control of your calendar to focus on high-value activity that moves the revenue needle � And more Blending blunt, practical advice with funny stories from the field, Weinberg tackles topics ranging from how company leadership can divert and distract sales managers from their primary jobs, to senseless compensation plans that reward salespeople for babysitting customers acquired years ago. The book challenges you to radically reorient your calendar to maximize time spent on high-value activities, and gives you practical tips to significantly ramp up accountability without coming across as a micromanager or demotivating your people. You�ll discover practical, game-changing answers for how to point your team toward strategic targets, arm them with the weapons necessary to win, and monitor the battle in real time. Are you ready for a high-performance, results-focused, winning sales team with solid leadership, smart talent management, a strong sales culture, and a sound sales process? Let this book be your wakeup call to take a long look in the mirror and see why your sales team isn�t as effective as it could be. Long on solutions and short on platitudes, Sales Management. Simplified. delivers the straight truth and practical help you need to succeed. MIKE WEINBERG is founder and president of The New Sales Coach, a consultancy specializing in sales management and new business development. He is the author of the popular book New Sales. Simplified. Read more From the Back Cover Advance Praise for Sales Management. Simplified. � �This is arguably the best book that has ever been written on sales management.�� From the foreword by Jeb Blount, CEO of Sales Gravy, and author of People Follow You ��In Sales Management. Simplified., Mike Weinberg has written more than a great sales management book; he�s crafted a no-nonsense, step-by-step guide for sales success.�� Chris Pflueger, Vice President, Business Development, RE/MAX World Headquarters ��Your sacred cows will be slaughtered, and conventional wisdom turned on its head. Weinberg, in his blunt, inimitable take-no-prisoners style, offers no quarter. You are going to change what you believe as a sales leader. You are going to change what you do. And you are going to be thankful for the better results you produce.��Anthony Iannarino, speaker, author, sales leader ��An absolute must-read for leaders at every level! Whether you�ve been a sales leader for years or just starting out, Sales Management. Simplified. provides the framework to dramatically improve your team�s performance and overall culture. Just executing the inspiring call to action in Chapters 20�22 will produce the best ROI of your career.� �Khris Stillman, Director of Sales, National Distribution, Verizon Wireless ��Mike Weinberg cuts through the crap, makes you laugh, and teaches the fundamental of sales leadership all at the same time.� This book is absolutely jammed with entertaining, essential advice that Will. Help. Your. Team. Sell. More.��Matt Heinz, President, Heinz Marketing, Top 50 Sales and Marketing Influencer ��Sales Management. Simplified. is a wake-up call for all executives, not just sales leaders. Mike Weinberg shares the �blunt truth� about the problems in sales organizations with real-life examples that will make you laugh (or maybe cry). Then he delivers a blueprint for change. Take Mike�s challenge to heart. Put his sales management framework into action. Enjoy the positive results that follow.� �Mark Peterman, CEO, Cornerstone Solutions Group, Inc. ��Sales Management. Simplified. is a valuable road map to profitably grow sales. Starting with creating the right sales culture, we are implementing Mike Weinberg�s three clear principles of sales management to help us become the dominant leader in heavy-duty trucks.� �Stephen Roy, President, Mack Trucks, NA � Read more About the Author Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and he�s on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his blunt, practical approach and that he calls it like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of dollars. Mike was the #1 producer in three different companies before launching his consulting practice, and he has been named a Top Sales Influencer by Forbes, OpenView Labs, and several other publications. His first book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Bestseller and spent a year as the #1 top-rated book in its category. A transplanted New Yorker, Mike has called St. Louis home for almost twenty-five years. Read more Excerpt. � Reprinted by permission. All rights reserved. Chapter 1: As Goes the Leader, So Goes the Organization I can point to the exact spot on the Highway 40 exit to Ballas Road where I finally gave in and called my dad. After an incredible ten-plus year run as a top-producing salesperson for various companies and another successful, fun four years coaching salespeople and sales teams how to develop new business, I was struggling mightily in my first sales management role. For the life of me, I couldn�t figure it out. How could I be struggling so badly after so many years as both a top individual producer and a highly respected sales coach? So, what does a 38-year-old clueless executive do when he�s out of ideas and tired of banging his head against the wall? Darn right. He picks up the phone to call his dad. Not just any dad, but the former big-time New York City sales executive dad who�d forgotten more about sales management than I ever hoped to know. The Real Life of the Sales Leader My dad answered the phone and I exploded, cathartically blasting him with a litany of challenges weighing on me. If only I�d had the presence of mind to record the phone call that went something like this: �I�ve never worked longer or harder yet spent so little time on what moves the needle. I have zero control of my days. My weak salespeople are afraid of their own shadow and need constant babysitting; the strong ones are high-maintenance and nothing is ever good enough for them. The CEO thinks he�s a sales expert but continually deflates the sales team with his overbearing pontificating about various topics. The CFO sends me spreadsheets in a six-point font with embedded pivot tables to demonstrate how we�re over-discounting. I don�t even know what a pivot table is, let alone how to use one! The manufacturers we represent continually pester me looking to schedule time in the field with my people. I feel like a logistics manager, not a sales leader! The internal marketing people are ticked that we�re behind placing a new line of displays. Our big competitor just stole our number one guy because our compensation plan is too flat. Other department heads keep inviting me to meetings that have nothing to do with generating revenue. And some idiot customer service rep is giving out my cell phone number to customers with technical questions that I can�t answer. That�s how I'm doing, Dad. Glad you asked?� My dad waited about five seconds, which felt like an eternity, before responding, and then he said one word: Congratulations. I was none too pleased with his sarcasm. Huh? Come again big fella. Then he continued: �Congratulations, Michael. You now understand that the front-line sales management role is one of the absolute toughest jobs on the planet. Everyone wants a piece of you, just like you described. There�s no way to win without a solid grounding in your absolute priorities and a laser focus on what�s absolutely critical to drive the business. None of those people placing demands on you and putting work on your desk understands your job. And if you let them dictate how to spend your time, you�ll not only be miserable like you are now, but you�ll also fail.� Wiser words have never been spoken. And so began my next ten-year journey � a mission to master sales management and help others do the same. You Don�t Transform Organizations from the Bottom Along with my painful yet formative first go-round as a sales executive there was another strong motivator pushing me to unlock the keys to successful sales leadership. During my initial stint in consulting and coaching, I learned the hard way that while I could improve the performance of individual producers by teaching and coaching my New Sales Driver framework (highlighted in my first book, New Sales. Simplified.), that was not enough to transform sales organizations. Organizations don�t change from the bottom by improving the skills, techniques, and attitudes of their salespeople. To truly transform the results and health of an entire sales team, the leader and the culture must be transformed. As you�ll read in many of the true stories and anecdotes I share in Part One of this book, the sales problem in many businesses I consult with does not lie with the salespeople. The main challenge is typically how the sales team is being led, and more often than not, the underlying root cause issues are cultural, flowing down from senior leadership at the top of the company. That same CEO I mentioned in my call to my dad, the one who liked to pontificate about sales, also happened to be a brilliant, well-read consultant who had consulted dozens and dozens of business owners, senior executives, and organizations. When it came to leadership and organizational behavior, he was a hugely valuable mentor to me and probably had the sharpest business mind I�d encountered. He taught me a ton about leadership dynamics and performance, and there were two powerful catch-phrases of his that left an indelible impression on me, particularly as it relates to sales leadership. The first phrase was: �As goes the leader, so goes the organization.� Those are powerful and profound words. I feel no need to offer editorial comments. Read them again and picture any organization and its leader that come to mind. As goes the leader, so goes the organization. Pretty much says it all, doesn�t it? The other expression that stuck with me is even more applicable to sales management: �The level of the team rarely, if ever, exceeds the level of the leader.� Let that sink in. Just think about the implications. How many zillions of dollars are spent on sales training to improve the effectiveness of salespeople, but how little time and money are invested to shore up the leader of those sales teams? Why do some companies simply take it for granted that sales managers know how to lead? And how about smaller organizations, where the founder or president who�s a techie, engineer, designer, or accountant by background leads the sales team even though he or she is admittedly ignorant about creating a healthy sales culture, selecting and managing sales talent, or helping to shape sales process? And if leading the team is the single-most important function of the person in charge of sales, why do many larger companies bury that person with so much non-sales leadership work? If we agree it is true that the level of the team will not likely exceed the level of the leader, doesn�t it become obvious that to increase sales performance we must increase our sales leader�s acumen? And that is exactly why over the past few years I�ve intentionally shifted the focus of my consulting practice to offering blunt, practical sales management help to senior executives and sales leaders. Sure, I am still uber passionate about new business development, and constantly asked to coach and speak on topics from New Sales. Simplified. But the cold hard truth is that unless we raise the game of those individuals leading sales organizations, whether as senior executives or front-line sales managers, we won�t be making a sustainable impact on sales performance. That fact is what compelled me to write this book. So let�s dive into some blunt truth from the front lines and look at many of the reasons sales team are not succeeding at the level they should be. Read more
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