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

Boost sales results by zeroing in on the metrics that matter most âœSales 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. â âArthur Dorfman National Vice President SAP âœCracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century. â âMike Nathe Senior Vice President Essilor Laboratories of America âœThe 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 fieldâand this book tells how do to that in an easy-to-understand actionable manner. â âMichael R. Jenkins Signature Client Vice President AT&T Global Enterprise Solutions âœThere are things that can be managed in a sales force and there are things that cannot. Too often sales management doesnât see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results. â âJohn Davis Vice President St. Jude Medical âœCracking 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. â âBob Kelly Chairman The Sales Management Association âœA must-read for managers who want to have a greater impact on sales force performance. â âJames Lattin Robert A. Magowan Professor of Marketing Graduate School of Business Stanford University âœThis 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 â âAnita 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 âœmanageâ and which ones you canâtHow 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: âœThereâs 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. â 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 donât. It will change the way you manage your sellers from day to day as well as the results you get from year to year. . Language: English