Sales Management. Simplified. Book Summary

Book Summary

15 min

Audio available

Brief Summary

To be a successful sales manager, you have to clearly define the roles of your team and provide consistent coaching for them all.

Sales management is not the same as sales. If you want to be a successful manager, you need to know your team’s strengths and weaknesses. You need to be available to them for coaching and as a resource. You need to provide them with the resources and the knowledge need to achieve sales goals. A good sales manager understands how to create a healthy work culture and elevate the sales team.

About the Author

Mike Weinberg is a bestselling author, consultant, and professional coach. His knowledge of new business development and sales management have made him one of the most trusted sales experts in the world today.

Weinberg has consulted with companies around the world and has been voted the number one sales expert to follow on Twitter. He lives in St. Louis with his wife and three children.

Topics

Marketing & Sales

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Key Insights

The problems faced by sales managers are varied and plentiful. Unrealistic expectations of executive management and a lack of time in the workday are just two of the challenges they face. Sales managers understand that if they don’t achieve their goals, it also affects their team.

If you’re a sales manager, you understand how intense the pressure can be. Apart from managing sales teams, it is important to know how to direct their focus and prioritize objectives. When sales teams lose sight of their objectives, this can cause more problems for the manager.

Sales management is a multifaceted role. Managers are involved in adjusting compensation and administration work on CRM software. Sometimes these tasks can take away from the managers’ true role. Being a successful manager requires knowing how to prioritize tasks and eliminate unnecessary ones.

What you’ll learn

What issues and problems sales managers commonly have to deal with.
How sales managers attempt to fix work problems and when shortcut solutions go wrong.
What helps sales managers and sales teams succeed.
What qualities a good sales manager and healthy work culture have
What tools are best for planning and strategizing.

Who this is for

CEOs
Corporate executives
Sales professionals
Company managers
Sales managers

Being a sales manager in name only is disastrous for everyone.

Do you spend most of your time doing everything but sales? A lot of sales managers probably feel this way. That’s because a lot of your time can be taken over by dealing with tasks unrelated to sales. If your time is not focused on your sales objectives, it can affect your whole team.

If you’re not driving revenue or coaching your staff, you might start to miss targets. In sales, missing targets can mean the difference between a great month and a terrible one. Even if it’s the sales team that’s underperforming, it’s the responsibility of the sales manager to fix it.

When you’re prioritizing the wrong things, you’re missing opportunities to be a sales manager. If you spend the majority of your day working on updating CRM software, you’re not fulfilling your role the best way you can. The time spent on the wrong things could be focused on bringing in sales and improving your team’s performance.

You want to be an actual sales manager and not just a manager in name only. You have to create a productive atmosphere and make sure your team is driving revenue. To do this, you need to communicate with your team and be aware everyone is working towards the same goals.

How to create a culture of teamwork and lead with distinction.

Just because you’re a nice person doesn’t mean you have a happy team of salespeople. To create a positive environment requires some work. To begin with, you need to identify the goals you all share and make yourself accessible to your team.

When you’re a salesperson you’re in the habit of thinking about your goals and your sales results. You may be part of a team, but ultimately, what matters to you is your own sales performance. This way of thinking is common in salespeople...