Sales Management. Simplified. Book Summary - Sales Management. Simplified. Book explained in key points
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Sales Management. Simplified. summary

Mike Weinberg

The Straight Truth About Getting Exceptional Results From Your Sales Team

4.2 (146 ratings)
19 mins

Brief summary

Sales Management. Simplified. by Mike Weinberg is a sales guide that simplifies and demystifies sales management, and offers practical advice to drive sales performance. The book aims to help salespeople overcome common pitfalls and work towards success.

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    Sales Management. Simplified.
    Summary of 8 key ideas

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    Successful managers and sales teams need to avoid unproductive distractions and tasks.

    How do you become an excellent sales manager? Well, it all begins by asking yourself two basic questions:

    • Which task receives most of my time and effort?
    • And: Is this task a primary contributor to my results?

    Managers are often overwhelmed by unnecessary meetings and tasks that aren’t directly related to helping their team sell. More often than not, days are filled with tasks that do nothing to drive revenue, which should always be the primary concern.

    The author spoke to one sales manager who explained how he once spent a day helping the maintenance crew set up a reception area for clients instead of getting his staff ready for the event.

    This kind of situation is common, and if sales managers aren’t strict about dedicating most of their time to sales-related tasks, all those non-sales-related tasks can easily eat up the workweek.

    Another primary distraction is customer relationship management (CRM) software, which captures and analyzes customer data and which can be helpful in maintaining customer retention.

    Although it can help sales teams stay connected with their customers, CRM software won’t fix an unproductive sales team. In fact, it can even harm performance as it can shift a sales manager’s focus onto the software and away from the team. This results in managers spending most of their time reminding staff about data entry, which gives everyone the impression that updating the system is more important than the real job of sales.

    An overreliance on CRM, as well as an overuse of email, can also lead to team managers avoiding the most effective means of communication: face-to-face meetings. Make no mistake, there is no replacement for the value of one-on-one meetings, regular team meetings and spending time in the field with salespeople.

    Imagine how well a baseball team would do if the coach spent each day sitting in an office and only communicated with texts and emails. That team is all but guaranteed to lose.

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    What is Sales Management. Simplified. about?

    Sales Management. Simplified. (2016) takes a critical look at today’s troubled sales departments and offers a comprehensive plan on how to inject energy and vitality into your sales team. It runs through the most common and chronic problems and provides practical advice that any manager can follow to avoid pitfalls and turn a sleepy sales department into a strong and unified team.

    Sales Management. Simplified. Review

    Sales Management. Simplified. by Mike Weinberg (2015) is a valuable resource for anyone seeking to improve their sales management skills. Here's why this book is worth reading:

    • It provides proven strategies and practical insights on how to build and lead a high-performing sales team.
    • The book offers no-nonsense advice on sales management, helping readers cut through the noise and focus on what really matters.
    • With its engaging stories and real-world examples, the book keeps readers hooked, making it a captivating read from start to finish.

    Best quote from Sales Management. Simplified.

    Are you a hero or a hero-maker?

    —Mike Weinberg
    example alt text

    Who should read Sales Management. Simplified.?

    • Sales managers and leaders at any level
    • Entrepreneurs and freelancers
    • Readers who want to learn the basics of sales management

    About the Author

    Mike Weinberg, a sales-management and business-development specialist, is a popular speaker and coach. He is also the founder of the consultancy firm The New Sales Coach, as well as the author of the Amazon bestseller, New Sales. Simplified.

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    Sales Management. Simplified. FAQs 

    What is the main message of Sales Management. Simplified.?

    Sales Management. Simplified. emphasizes the importance of leadership, focus, and execution for successful sales management.

    How long does it take to read Sales Management. Simplified.?

    The estimated reading time for Sales Management. Simplified. is a few hours. The Blinkist summary can be read in just 15 minutes.

    Is Sales Management. Simplified. a good book? Is it worth reading?

    Sales Management. Simplified. is worth reading because it provides practical insights and strategies for effective sales management.

    Who is the author of Sales Management. Simplified.?

    The author of Sales Management. Simplified. is Mike Weinberg.

    What to read after Sales Management. Simplified.?

    If you're wondering what to read next after Sales Management. Simplified., here are some recommendations we suggest:
    • New Sales. Simplified. by Mike Weinberg
    • The Ultimate Sales Machine by Chet Holmes
    • Coaching Salespeople into Sales Champions by Keith Rosen
    • Sales EQ by Jeb Blount
    • The Science of Selling by David Hoffeld
    • Every Job Is a Sales Job by Cindy McGovern
    • 80/20 Sales and Marketing by Perry Marshall
    • Objections by Jeb Blount
    • Supercommunicators by Charles Duhigg
    • SPIN Selling by Neil Rackham