Sales management
Subtitle: simplified : the straight truth about getting exceptional results from your sales team
By: Mike Weinberg
Edition: First edition.
Published: 2016
Language: eng
Number of pages: 210
ISBN-13: 9780814436431
Subjects: Selling; Business planning
Notes: Includes index.
Table of contents: title: Foreword / by Jeb Blout; title: Introduction; title: Blunt truth from the front lines : why so many sales; title: As goes the leader, so goes the organization; title: A sales culture without goals is a sales culture without results; title: You can't effectively run a sales team when you're buried in crap; title: Playing crm desk jockey does not equate to sales leadership; title: You can manage, you can sell, but you can't do both at once; title: A sales manager either wants to make heroes or be the hero; title: Sales suffer when the manager wears the fire chief's helmet; title: The trouble with one size fits all sales talent deployment is that one size; title: Turning a blind eye to the perennial underperformer does more damage; title: Than you realize; title: Compensation and complacency start with the same four letters; title: An anti-sales culture disengages the heart of the sales team; title: The big ego senior executive "sales expert" often does more harm than good; title: Entrepreneurial, visionary leaders forget that their people can't do what they can do; title: The lack of coaching and mentoring produces ineffective salespeople; title: Amateurish salespeople are perceived simply as vendors, pitchmen and commodity sellers; title: Sales leaders chase shiny new toys searching for the magic bullet; title: Practical help and a simple framework to get exceptional results from your sales team; title: A simple framework provides clarity to the sales manager; title: A healthy sales culture changes everything; title: Sales managers must radically reallocate their time to create a winning; title: Sales culture; title: Regular 1:1 results-focused meetings between sales manager and each salesperson will transform your sales culture; title: Productive sales meetings align, equip, and energize the team; title: Sales managers must get out in the field with salespeople; title: Talent management can make or break the sales leader; title: Strategic targeting : point your team in the right direction; title: The sales manager must ensure the team is armed for battle; title: Sales managers must monitor the battle and be ruthless with their time; title: Index.