Sales management : simplified / Mike Weinberg

Includes index.

Part One. Blunt truth form the front lines: why so many sales organizations fail to produce the desired results -- Part Two. Practical help and a simple framework to get exceptional results from your sales team.

In this book, Weinberg calls 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.