02776cam a22002295a 4500 18597882 20160515152406.0 150430t2016 nyu fr 001 0 eng d 9780814436431 DLC eng DLC DLC EG-ScBUE 658.81 22 WEI Weinberg, Mike, 1967- 39981 Sales management : simplified : the straight truth about getting exceptional results from your sales team / Mike Weinberg. New York : American Management Association, c.2016. xiv, 210 p. ; 23 cm. Index : p. 207-210. 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. Selling. BUEsh 11642 Business planning. BUEsh 3321 BUSADM May2016 ddc 21744 21716 0 0 ddc 0 0 Alahram MAIN MAIN 1ST 2016-05-15 Purchase 266.00 1 7 658.81 WEI 000032488 2025-07-15 00:00:00 2016-10-11 332.50 BB