000			02776cam a22002295a 4500
001			18597882
005			20160515152406.0
008			150430t2016 nyu fr 001 0 eng d
020			_a9780814436431
040			_aDLC _beng _cDLC _dDLC _dEG-ScBUE
082	0	4	_a658.81 _222 _bWEI
100	1		_aWeinberg, Mike, _d1967- _939981
245	1	0	_aSales management : _bsimplified : the straight truth about getting exceptional results from your sales team / _cMike Weinberg.
260			_aNew York : _bAmerican Management Association, _cc.2016.
300			_axiv, 210 p. ; _c23 cm.
500			_aIndex : p. 207-210.
505	0		_aForeword / by Jeb Blout -- Introduction -- Blunt truth from the front lines : why so many sales -- As goes the leader, so goes the organization -- A sales culture without goals is a sales culture without results -- You can't effectively run a sales team when you're buried in crap -- Playing crm desk jockey does not equate to sales leadership -- You can manage, you can sell, but you can't do both at once -- A sales manager either wants to make heroes or be the hero -- Sales suffer when the manager wears the fire chief's helmet -- The trouble with one size fits all sales talent deployment is that one size -- Turning a blind eye to the perennial underperformer does more damage -- Than you realize -- Compensation and complacency start with the same four letters -- An anti-sales culture disengages the heart of the sales team -- The big ego senior executive "sales expert" often does more harm than good -- Entrepreneurial, visionary leaders forget that their people can't do what they can do -- The lack of coaching and mentoring produces ineffective salespeople -- Amateurish salespeople are perceived simply as vendors, pitchmen and commodity sellers -- Sales leaders chase shiny new toys searching for the magic bullet -- Practical help and a simple framework to get exceptional results from your sales team -- A simple framework provides clarity to the sales manager -- A healthy sales culture changes everything -- Sales managers must radically reallocate their time to create a winning -- Sales culture -- Regular 1:1 results-focused meetings between sales manager and each salesperson will transform your sales culture -- Productive sales meetings align, equip, and energize the team -- Sales managers must get out in the field with salespeople -- Talent management can make or break the sales leader -- Strategic targeting : point your team in the right direction -- The sales manager must ensure the team is armed for battle -- Sales managers must monitor the battle and be ruthless with their time -- Index.
650		7	_aSelling. _2BUEsh _911642
650		7	_aBusiness planning. _2BUEsh _93321
653			_bBUSADM _cMay2016
942			_2ddc
999			_c21744 _d21716