Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team
by Mike Weinberg
I cannot state this any plainer: Sales. Is. About. Results. Period. “The level of the team rarely, if ever, exceeds the level of the leader.” Let that sink in. Just think about the implications.
I cannot state this any plainer: Sales. Is. About. Results. Period.
“The level of the team rarely, if ever, exceeds the level of the leader.” Let that sink in. Just think about the implications.
Sales is a somewhat unusual job. Salespeople are not paid by the hour, or measured by the quantity of “work” they do. Quite simply, the job of sales is to produce results.
You cannot build a sustainable productive, healthy sales culture without a laser focus on goals and results. And that’s especially true if you want to maintain a high level of sales talent within the organization.
Salespeople are not paid to do work, or to be busy. The job is to drive revenue—specifically, new revenue. What is surprising is how the same executive who will not tolerate failure from other managers and employees will somehow turn a blind eye to sales failure.
"I cannot state this any plainer: Sales. Is. About. Results. Period."
"“The level of the team rarely, if ever, exceeds the level of the leader.” Let that sink in. Just think about the implications."
"Sales is a somewhat unusual job. Salespeople are not paid by the hour, or measured by the quantity of “work” they do. Quite simply, the job of sales is to produce results."
"You cannot build a sustainable productive, healthy sales culture without a laser focus on goals and results. And that’s especially true if you want to maintain a high level of sales talent within the organization."
"Salespeople are not paid to do work, or to be busy. The job is to drive revenue—specifically, new revenue. What is surprising is how the same executive who will not tolerate failure from other managers and employees will somehow turn a blind eye to sales failure."
"Me: There is a 95 percent probability that after I spend time with Johnny I’m going tell you that he is not going to succeed and we need to move him out of the position. So let’s not waste any more time on this. Do what you need to do now, and let me focus on people and areas that will move the needle for your sales team. Exec: (Exhales a sigh of relief and thanks me.)"
"I understand that many readers will take issue with that last question. They’ll say that I’m not familiar with their business. Or they will bemoan their very long sales cycle that makes judging a seller’s effectiveness difficult. Others will offer lengthy explanations for how complicated it is to sell their offerings. And still others will simply write me off as a cold-hearted jerk who gets pleasure from tossing out under-performers. Believe me; I get it. I’ve heard all these reasons, and many more, used as management excuses for being slow to change out talent. But that’s really all it is: an excuse. There are various ways to measure sales effectiveness and maintain a performance-driven culture without being an ass, and I offer a specific sales management accountability progression in Chapter 20 to help."
- →You cannot build a sustainable productive, healthy sales culture without a laser focus on goals and results. And that’s especially true if you want to maintain a high level of sales talent within the organization.
- →Salespeople are not paid to do work, or to be busy. The job is to drive revenue—specifically, new revenue. What is surprising is how the same executive who will not tolerate failure from other managers and employees will somehow turn a blind eye to sales failure.
- →Before I share how I respond, let me ask the real question: How often do you win those deals when your people simply comply and give the prospect what it requested? I can tell you how most of my clients answer that question in one word: Never!
- →So, what are these mysterious sales leader highest-value activities? Let’s start with these three favorites: 1. Conducting one-on-one meetings with individual salespeople 2. Leading sales team meetings 3. Working alongside (observing, coaching, helping) salespeople when they are with customers and prospects
Looking for something similar?
Describe your situation. The search finds the right book from the entire library.