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

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

Boost sales results by zeroing in on the metrics that subject most There are virtually thousands of literature on selling, instruction, and leadership, but how about the particulars of owning a sales force? Where will be the frameworks, metrics, and best practices to help you succeed? Based on intensive research into how world-class companies measure and control their sales makes, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:

  • The five critical operations that drive sales performance
  • How to choose the right processes for your own team
  • The three degrees of sales metrics you must accumulate
  • Which metrics you can "manage" and those you can't
  • How to prioritize conflicting sales objectives
  • How to align owner activities with business results
  • How to utilize CRM to enhance the impact of instruction
As Neil Rackham writes in the foreword: "There's an acute lack of good literature 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 exactly the sales force works. It unveils the gears and levers that truly control sales results. It provides clarity to things that you intuitively know and provides insight into things that you don't. It'll change the way you manage your sellers from daily, as well as the results you get from season to year.


Category: Training

Details

Publisher

McGraw-Hill Education
Language

English
ISBN

DATE

2017-11
Author

Jason Jordan

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