The First-Time Manager: Sales

  • 2h 35m
  • Mike Weinberg
  • HarperCollins Leadership
  • 2023

The First Time Manager Series has sold over 500,000 copies and is a go-to guide for new and aspiring sales managers on what to expect and how to succeed.

The jump from sales superstar to sales manager has made or broken many a sales career.

As a top-performing sales professional, you know how to own your calendar, focus your energy, create opportunities, navigate the sales process, negotiate, and close deals. Yet, if you are like most new sales managers, there is still so much you don’t know and that can trip you up if you aren’t careful.

Luckily, Mike Weinberg knows the pitfalls to avoid and mindset changes needed to successfully make the leap. This powerful new resource contains candid guidance on how to master your expanded responsibilities like a pro:

  • Know Your Role: You have been entrusted with the most critical job in your business.
  • Cultivate the Manager Mindset: Your new role is very different from your old role, and it requires an all-new mindset.
  • Lead Your Team: Bad things happen when you attempt to do your people’s jobs. It’s a habit many new sales managers fall into but it’s a lose-lose proposition. Learn how to lead, coach, and hold your salespeople accountable, instead of the unsustainable and unscalable approach of trying to do their jobs for them!
  • Create a Winning Culture: Learn how to build a healthy culture that maximizes performance while connecting on a heart-level with your people.

Don’t let your promotion become a trial by fire. Turn to this book to hit the ground running.

About the Author

Mike Weinberg loves sales! He is a consultant, coach, speaker, and bestselling author. His specialties are new business development and sales management, and he's on a mission to simplify sales and create high-performance salespeople and sales teams. Mike is known for his practical approach and for calling it like he sees it. He works with companies in all industries, ranging in size from a few million to many billions of dollars, and has spoken and consulted on five continents.

In this Book

  • Introduction
  • Your Job is the Most Critical Job in the Business
  • Your New Job (as Manager) is Nothing like Your Old Job (in Sales)
  • Your Number One Job is Ensuring that Your People do their Jobs
  • Your Second Most Important Job: Helping Your People do Their Jobs Better
  • Bad Things Happen When You Attempt to do Your Salespeople's Jobs
  • Your Job is Much Easier with the Right People on Your Team!
  • Your Job Will Be More Fun and You Will Drive More Results Spending More Time with Your Best People
  • It is Sales Management Malpractice to Ignore Underperformance
  • Use the Massive Emotional and Mental Bandwidth You Occupy in Your Salespeople's Hearts and Minds Wisely
  • Slow down to Speed up Your Ramp-up
  • Sales Management Success is Driven by Mastery of the Fundamentals, Not Fancy Toys and Tricks