October 2011
Intermediate to advanced
272 pages
6h 47m
English
book
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
by Jason Jordan, Michelle Vazzana
Content preview from Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
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CHAPTER 1CRM, Reporting, and a False Sense of Control
THE WAR ROOM
So there we were. The war room.
Our Fortune 100 client was showing us the sequestered conference room where the company’s senior leadership gathers weekly to review business performance and set strategic direction. On the walls hung a sea of performance reports showing everything from current financial projections to the number of customer-facing calls the sales force had conducted year-to-date. Literally hundreds of data points culled from the company’s customer relationship management (CRM) tool were reported in vividly colored charts for the leadership team’s real-time consideration.
There was data at an aggregate level. Data at the sales manager level. Data sliced by product ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.