Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.

As CEO, most everything that Rich O'Connor did had something to do with at least one of the four disciplines on his famed "yellow sheet." Rich never suspected that it would become the blueprint of an employee's plan to destroy the firm. Best selling author Lencioni brings us a fable that focuses on a leader's crucial role in building a healthy organization.

Having managed dozens of teams spanning tens to hundreds of people, Julie Zhuo knows the most important lesson of all: Great managers are made, not born. The Making of a Manager is a modern field guide packed with everyday examples and transformative insights you need to be the kind of manager you wish you had.

Your entire career depends on communication. When you can communicate effectively, you already have the foundation for being not just a good leader, but a great one…. A leader who inspires…. A leader who motivates…. A leader who is remembered. Whether you’re leading an entire organization, you’re an entry-level manager, or you’re considering beginning your journey into leadership, it all starts with communication.… And you’re about to uncover its secrets.

In How to Be a Great Boss, Gino Wickman and René Boer present a straightforward, practical approach to help bosses at all levels of an organization get the most from their people. They share time-tested tools that have worked for more than 30,000 bosses in every industry. You can learn to be a great boss - and dramatically improve both your organization's performance and your team's excitement about their work.

As one of the globe's most trusted leadership mentors, John C. Maxwell debunks the myths that hold people back from leaning into and developing their influence. In this inspiring call-to-action, he shows middle managers how to leverage their unique positions and become 360 degree leaders by exercising influence in all directions - up (to the boss), across (among their peers), and down (to those they lead).

As practical as it is uplifting, The Secret shares Blanchard’s and Miller’s wisdom about leadership in a form that anyone can easily understand and implement. This book will benefit not only those who listen to it but also the people who look to them for guidance and the organizations they serve.

Businesses everywhere are plagued by managers who seem to think that keeping their staff miserable is the best way to deliver profits. This is a failure of leadership that also hurts the bottom line; research has shown that maintaining a happy, engaged workforce consistently drives measurably better business results across the board. In When They Win, You Win, Russ Laraway, the Chief People Officer at Qualtrics, provides a simple, coherent, and complete leadership standard that teaches organizational planners and managers how to develop incredible levels of employee engagement.

Are Your Critical Leadership Errors Undermining Your Team and Organization? After working with more than 300 teams as a Principal Consultant for The Table Group, Mike McHargue recognized an emerging pattern.

Research data show that most people do not come close to making full use of their assets at work—in fact, only seventeen percent of the workforce believe they use all of their strengths on the job. Go Put Your Strengths to Work aims to change that through a six-step, six-week experience that will reveal the hidden dimensions of your strengths. Buckingham shows you how to seize control of your assets and rewrite your job description under the nose of your boss.

Great teams are built and maintained with great intention, though they can make it look deceptively easy. Too many teams engage in dysfunctional behaviors or fall into territorialism, apathy, and unproductive relationships. The result? An overwhelmed, unengaged, and stressed-out workforce that settles for average or poor performance.

Using the same characters as those found in Miller’s other bestseller, The Secret and one new character, a retired Special Forces Commander, this work aims to help team leaders and team members create high-performing teams. The core message is that Talent, Skills, and Community are all essential to team success, and that team leaders and leaders supervising or training team leaders, need to develop all three in order to create such teams.

In Great Leaders Grow, a woman named Debbie Brewster becomes a mentor to a young man named Blake, as he embarks on his own career. Together, they explore four ways that leaders must keep growing, both on the job and off. Within their story are valuable lessons for anyone who desires both professional success and personal fulfillment.

David Novak learned long ago that you can't lead a great organization of any size without getting your people aligned, enthusiastic, and focused relentlessly on the mission. But how do you do that? There are countless leadership books, but how many will actually help a Taco Bell shift manager, a Fortune 500 CEO, a new entrepreneur, or anyone in between? Over his 15 years at Yum! Brands, Novak has developed a trademarked program he calls Taking People with You.

In What's Your Story? Using Stories to Ignite Performance and Be More Successful, author, entrepreneur, professor and master story teller Craig Wortmann demonstrates the powerful impact stories have on the three most common performance challenges: leadership, strategic selling, and motivation. While the technique of telling stories is the oldest form of communication, it's also the one form that rises above the din of our information-saturated environment.

David Novak learned long ago that you can't lead a great organization of any size without getting your people aligned, enthusiastic, and focused relentlessly on the mission. But how do you do that? There are countless leadership books, but how many will actually help a Taco Bell shift manager, a Fortune 500 CEO, a new entrepreneur, or anyone in between? Over his 15 years at Yum! Brands, Novak has developed a trademarked program he calls Taking People with You.

This practical guide introduces managers to a powerful new engagement and retention tool: the stay interview. Smart companies have begun conducting these periodic reviews in order to discover why their important talent might leave and to solve any problems before they actually quit.

Eileen Sharp and Vic Hightower were frustrated. After years of profitable, predictable growth, Swan Services was in a rut. Meetings were called and discussions held, but few decisions were made and even less got done. People were pointing fingers and assigning blame, but nothing happened to solve Swan’s mounting problems. It felt as though they were working harder than ever but with less impact. The company Eileen and Vic had founded and built for 10 years was a different place. It just wasn’t fun anymore.

Having managed dozens of teams spanning tens to hundreds of people, Julie Zhuo knows the most important lesson of all: Great managers are made, not born. The Making of a Manager is a modern field guide packed with everyday examples and transformative insights you need to be the kind of manager you wish you had.

Following the enormous popularity of their bestselling The Carrot Principle, Adrian Gostick and Chester Elton return with a groundbreaking guide to building high-performance teams. The powerful research reported in The Orange Revolution reveals that the true driver of exceptional success for great companies is not a genius CEO....

What if you can successfully coach anyone in 15, five, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do other's work, create dependency, and nourish the seed of mediocrity.

Every year, millions of top performers are promoted to management-level jobs - only to discover that the tactics that got them promoted are not the tactics that will make them effective in their new role. In Welcome to Management, Ryan Hawk provides practical, actionable advice and tools designed to ensure that transition is a successful one.

In The Myth of the Nice Girl, Fran Hauser deconstructs the negative perception of "niceness" that many women struggle with in the business world. If women are nice, they are seen as weak and ineffective, but if they are tough, they are labeled a bitch. Hauser proves that women don't have to sacrifice their values or hide their authentic personalities to be successful.

Do you always get the assignments you want? Do you know how to ask for help without sounding dumb? How to answer a question you don’t know the answer to? All the while sounding smart, capable, and competent? If the answer is no, you’re not alone. Jodi Glickman founded the communication consulting firm Great on the Job to help rising stars of the business world with the same issues. Now, for the first time, the training program that Jodi uses with her top-tier clients is available in book form. Great on the Job teaches people how to talk to one another at work, every day, in every situation....

Best-selling author Jason Jennings believes that urgency and speed are keys to the growth of any business. Leaders need to adapt and ignite their workplace cultures to prevent everyone from falling behind. Jennings draws on years of research and 11,000+ in-depth interviews with executives, business owners, and CEOs across the country to uncover how successful leaders build cultures that support constant innovation and growth.

You'll find the following in Up Your Business: effective interview questions and strategies; a sample ad that attracts eagles and weeds out turkeys; three dozen high-impact training strategies; the three keys to weeding out entitlement in your business; your three options for dealing with poor performers; how to create vision and strategy for your business; and much, much more!

Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.

Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results

They actually have vastly different styles and backgrounds. Yet despite their differences, great managers share one common trait: They don’t hesitate to break virtually every rule held sacred by conventional wisdom. They don’t believe that, with enough training, a person can achieve anything he sets his mind to. They don’t try to help people overcome their weaknesses. And, yes, they even play favorites. In this longtime management bestseller, Gallup presents the remarkable findings of its massive in-depth study of great managers.

Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.