MIKE WEINBERG is founder and president of The New Sales Coach, a consultancy specializing in sales management and new business development. He is the author of the popular book "New Sales. Simplified. "

Contents Foreword by Jeb Blout Introduction Part One Blunt Truth from the Front Lines: Why So Many Sales Organizations Fail to Produce the Desired Results Chapter 1 As Goes the Leader, So Goes the Organization Chapter 2 A Sales Culture Without Goals is a Sales Culture Without Results Chapter 3 You Can't Effectively Run a Sales Team When You're Buried in Crap Chapter 4 Playing CRM Desk Jockey Does Not Equate to Sales Leadership Chapter 5 You Can Manage, You Can Sell, But You Can't Do Both at Once Chapter 6 A Sales Manager Either Wants to Make Heroes or be the Hero Chapter 7 Sales Suffer When the Manager Wears the Fire Chief's Helmet Chapter 8 The Trouble with One Size Fits All Sales Talent Deployment is that One Size Does Not Fit All Chapter 9 Turning a Blind Eye to the Perennial Underperformer Does More Damage Than You Realize Chapter 10 COMPensation and COMPlacency Start with the Same Four Letters Chapter 11 An Anti-Sales Culture Disengages the Heart of the Sales Team Chapter 12 The Big Ego Senior Executive "Sales Expert" Often Does More Harm than Good Chapter 13 Entrepreneurial, Visionary Leaders Forget that Their People Can't Do What They Can Do Chapter 14 The Lack of Coaching and Mentoring Produces Ineffective Salespeople Chapter 15 Amateurish Salespeople Are Perceived Simply as Vendors, Pitchmen and Commodity Sellers Chapter 16 Sales Leaders Chase Shiny New Toys Searching for the Magic Bullet Part Two Practical Help and a Simple Framework to Get Exceptional Results from Your Sales Team Chapter 17 A Simple Framework Provides Clarity to the Sales Manager Chapter 18 A Healthy Sales Culture Changes Everything Chapter 19 Sales Managers Must Radically Reallocate Their Time to Create a Winning Sales Culture Chapter 20 Regular 1:1 Results-focused Meetings Between Sales Manager and Each Salesperson Will Transform Your Sales Culture Chapter 21 Productive Sales Meetings Align, Equip, and Energize the Team Chapter 22 Sales Managers Must Get Out in the Field with Salespeople Chapter 23 Talent Management Can Make or Break the Sales Leader Chapter 24 Strategic Targeting: Point Your Team in the Right Direction Chapter 25 The Sales Manager Must Ensure the Team is Armed for Battle Chapter 26 Sales Managers Must Monitor the Battle and be Ruthless with Their Time Index