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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

Jason Jordan

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Description for Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance Hardback. A practical framework that helps sales professionals zero in on the metrics that really matter--enabling them to align their sales forces tactics with organizational strategy to dramatically boost efficiency and effectiveness Num Pages: 272 pages, Illustrations. BIC Classification: KJMV7; KJS. Category: (G) General (US: Trade). Dimension: 161 x 236 x 24. Weight in Grams: 500.
Boost sales results by zeroing in on the metrics that matter most Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success. -Arthur Dorfman, National Vice President, SAP Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century. -Mike Nathe, Senior Vice President, Essilor Laboratories of America ... Read more The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field-and this book tells how do to that in an easy-to-understand, actionable manner. -Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn't see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results. -John Davis, Vice President, St. Jude Medical Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader. -Bob Kelly, Chairman, The Sales Management Association A must-read for managers who want to have a greater impact on sales force performance. -James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great! -Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performanceHow to choose the right processes for your own teamThe three levels of sales metrics you must collectWhich metrics you can manage and which ones you can'tHow to prioritize conflicting sales objectivesHow to align seller activities with business resultsHow to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: There's an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void. Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don't. It will change the way you manage your sellers from day to day, as well as the results you get from year to year. Show Less

Product Details

Publisher

McGraw-Hill Education - Europe United States

Number of pages

272

Format

Hardback

Publication date

2011

Condition

New

Number of Pages

272

Place of Publication

, United States

ISBN

9780071765732

SKU

V9780071765732

Shipping Time

Usually ships in 4 to 8 working days

Ref

99-4

About Jason Jordan

Jason Jordan is a partner with Vantage Point Performance, a sales management training and development firm. He is a recognized thought-leader and sought-after speaker on the subject of sales management best practices. Jordan lives in Charlottesville, Virginia, where he teaches sales management at the University of Virginia's Darden School of Business. Michelle Vazzana has personally coached hundreds of sales ... Read more

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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

Jason Jordan

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