Description
| Product ID: | 9780071765732 |
| Product Form: | Hardback |
| Country of Manufacture: | US |
| Title: | Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance |
| Authors: | Author: Jason Jordan, Michelle Vazzana |
| Page Count: | 272 |
| Subjects: | Sales and marketing management, Sales & marketing management, Sales and marketing, Sales & marketing |
| Description: | Select Guide Rating 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 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.” “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.” “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.” “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.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” “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!” 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:
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. |
| Imprint Name: | McGraw-Hill Professional |
| Publisher Name: | McGraw-Hill Education - Europe |
| Country of Publication: | GB |
| Publishing Date: | 2011-10-16 |
