Sales Management. Simplified.
by Mike Weinberg
Weinberg's blunt diagnosis of why sales teams underperform: managers who do not manage, meetings that waste time, compensation that confuses, and reps who are not held to activity standards, followed by a simple framework. Candid and practical.
Read it if…
you manage a sales team and suspect the problem is you, not them.
See the book →
Skip it if…
you want strategy; this is management basics done right.
Try instead: The Customer Comes Second →
Three things you will actually use
- Managers cause most sales problems.
- Culture of accountability, not activity theater.
- Coach the pipeline, not the CRM.
Do this first
Hold one-on-one pipeline meetings with each rep weekly, focused on their deals, not reports.
Our verdict
Blunt management basics.
See the book →
Compare with other Leadership books
The Customer Comes Second
Hal Rosenbluth and Diane McFerrin Peters · Leadership
Employees first, early case.
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The Service Profit Chain
James L. Heskett, W. Earl Sasser Jr. and Leonard A. Schlesinger · Leadership
Foundational research chain.
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