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Cracking The Sales Management Code
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Cracking The Sales Management Code

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Cracking The Sales Management Code

Jordan

Published by McGraw-Hill Education | Language - English | Binding - Paper Back

Average Rating (235 Customers)

` 525 (16% off) ` 441

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Description

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


Boost sales effectiveness by zeroing in on the metrics that really matter

Cracking the Sales Management Code breaks down sales metrics into three general categories - Business Results, Sales Objectives, and Sales Processes - and describes the appropriate uses for each. It then explains how to create and a set of metrics that aligns tactical sales force behaviors with strategic organizational goals.

Contents

Part 1: Metrics, Metrics Everywhere

Chapter 1 CRM, Reporting, and a False Sense of Control

Part 2: The Sales Management Code Cracked!

Chapter 2 What Can We Really Manage?

Chapter 3 Business Results-the Company's Health

Chapter 4 Sales Objectives-the Sales Force's Mandates

Chapter 5 Sales Activities-the Drivers of Sales Performance

Part 3: Using the Code to Manage Your Sales Force

Chapter 6 Building the Foundation for Control

Chapter 7 Selecting and Collecting Your Metrics

Chapter 8 Managing with Processes and Numbers

Chapter 9 Mission Accomplished


About the Authors: Jason Jordan, Michelle Teel


Jason Jordan is a partner in Vantage Point Performance, a sales force consulting and training firm.

Michelle Teel is a partner in Vantage Point Performance and served in direct major account sales for Xerox Corporation prior to moving into sales training and sales training management.


Details

Book: Cracking The Sales Management Code
Author:
ISBN-13: 9781259028748
Product Code 9781259028748
Binding: Paper Back
Publishing Date: 2012-06
Publisher: McGraw-Hill Education
Number of Pages: 272
Language: English

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