Sales Management. Simplified.





(Mike Weinberg)


See how you can solve the main problems faced by a sales manager and learn to establish a sales culture in your company.

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Highlights from this book summary:

There are chief executives and business owners who create a sales culture in which producers don't judge production versus purpose, but activity. This is self-destructive;

Divide sales management into these three clear categories: Sales Leadership and Culture, Talent Management, and Sales Process;

If a smaller company cannot afford a dedicated manager, it is preferable to see the president or another key executive, serving in a part-time sales management capacity;

The sales manager doesn't have to be the sales specialist.


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