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by Mike Weinberg (Author)
En este libro, Weinberg dice las cosas como son, exponiendo los problemas que invaden al equipo de ventas y los errores costosos que cometen incluso los gerentes de ventas mejor intencionados. La buena noticia es que con la asesoría correcta se pueden transformar los resultados.
Por qué los equipos de ventas no alcanzan sus metas? Todos los días hay compañías, tanto grandes como pequeñas, que acuden a consultores expertos como Mike Weinberg para encontrar la respuesta, y te sorprendería conocerla.
Lo típico es que el problema no es por el equipo de ventas, sino por la manera en la cual es liderado. Con sus acciones y actitudes, los ejecutivos y los gerentes de ventas, sin saberlo, socavan su rendimiento. En este libro, Weinberg dice las cosas como son, exponiendo los problemas que invaden al equipo de ventas y los errores costosos que cometen incluso los gerentes de ventas mejor intencionados. La buena noticia es que con la asesoría correcta se pueden transformar los resultados.
Este libro, con su mezcla de consejos prácticos y francos, e historias divertidas tomadas del campo de las ventas, te ayudará a:
- Implementar un bosquejo sencillo para el liderazgo en las ventas
- Fomentar una cultura de ventas sana y de alto rendimiento
- Convocar a reuniones productivas
- Crear un plan de compensación extraordinario
- Situar a las personas adecuadas en las posiciones correctas
- Entrenar para el éxito
- Retener a las personas más productivas y hacer que mejoren las personas que menos producen
- Asignar metas adecuadas a los agentes de ventas
- Mejorar tus argumentos de ventas
- Recuperar el control de tu calendario Y mucho, mucho más.
Abundante en soluciones y no en trivialidades, este libro brinda las herramientas que necesitas para triunfar.
Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer--and it's one that may surprise you. Typically, the issue lies not with the sales team--but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance.
In Sales Management. Simplified. Weinberg tells it straight, calling 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
And much, much more
Long on solutions and short on platitudes, it delivers the tools you need to succeed.
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