Business [Mike Weinberg] The Sales Management Simplified

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DESCRIPTION:

The SALES LEADER is always the key to creating and maintaining a healthy, high-performance sales culture and driving long-term sales success!
Sales execs and managers cannot afford to live buried in countless emails, corporate crap, CRM screens, and nonstop meetings that distract and divert them from their primary job – leading the team and driving revenue.
We must laser-focus on the precious few highest-value, highest-payoff sales management activities and we must lead our teams!
The Sales Management. Simplified. Video Coaching Series provides a PROVEN simple, actionable framework along with practical, powerful techniques to refocus sales leaders and radically increase sales management effectiveness.

MODULE 1 — MEET THE PANELISTS & A LOOK IN THE MIRROR:

You’ll meet our very talented panel of high-performing sales executives and managers, become acquainted with their sales leadership struggles and victories, and be challenged to take a hard look in the mirror to assess what might be preventing your sales team from achieving breakthrough results.

MODULE 1.1 — COMPensation & COMPlacency

It’s very hard to “out-manage” a poor compensation plan that doesn’t drive the desired behaviors and results.
This mini-module looks at three common sales compensation plan problems and will help you examine
whether the COMPlacency on your team is partially being caused by your COMPensation plan.

MODULE 1.2 — YOU CAN’T LEAD A SALES TEAM WHEN YOU ARE BURIED IN CRAP

This mini-module reveals the painful reality that too many sales managers are prevented (or distracted) from
executing their primary job because they’re buried in non-revenue-driving and non-sales leadership tasks and
meetings. You will be challenged to look at which non-essential activities managers must eliminate or delegate
to refocus on higher-payoff activity that moves the needle.

MODULE 1.3 — THE FALLACY OF THE “SELLING” SALES MANAGER & PLAYER-COACH MODEL

The selling manager who carries his/her own quota and is also responsible for leading the team is in an almost
untenable position. This mini-module points out the significant challenges with the player-coach model and
asks if the selling-manager’s primary concern should be achieving their own personal sales goals or ensuring
their people achieving theirs?

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