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Cracking The Sales Management Code

Cracking The Sales Management Code

The Secrets to Measuring and Managing Sales Performance

Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching.  It is a book on how to effectively manage a sales force.

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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 5 critical processes that drive sales performance
  • How to choose the right processes for your own team
  • The 3 levels of sales metrics you must collect
  • Which metrics you can ‘manage’ and which you can’t
  • How to prioritize conflicting sales objectives
  • How to align seller activities with business results
  • How 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 will add clarity to things that you intuitively know and provide 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.

Details
Author:
Genre: Sales Excellence
Tags: Business Intelligence, Recommended Books, Sales Management
Publisher: McGraw-Hill Education
Publication Year: 2011
ASIN: 0071765735
ISBN: 0071765735
Endorsements
"Cracking the Sales Management Code is one of the most important resources available on effective sales management. Its clear, credible, and reasoned insights provide a compelling blueprint for sales force improvement, and should be required reading for every sales leader."
"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
"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."
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About the Author
Jason Jordan

Jason Jordan is a recognized thought leader in the domain of B2B sales and conducts ongoing research into the sales management best practices of world-class organizations.

Jason’s extensive research led to the breakthrough insights in his best-selling book, Cracking the Sales Management Code, and his writing has been published by Harvard Business Review, Forbes, Entrepreneur, Sales & Marketing Management, and many other leading publications. He resides in Charlottesville, VA, where he lectures at the University of Virginia’s Darden Graduate School of Business.

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Disclosure of Material Connection: Some of the links in the page above are "affiliate links." This means if you click on the link and purchase the item, I will receive an affiliate commission. I am disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255: "Guides Concerning the Use of Endorsements and Testimonials in Advertising."