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

CHAPTER 2What Can We Really Manage?

Though we open this book with a narrative on CRM and performance metrics, the core issue here is neither technology nor reporting—the core issue is sales management. The advent of information systems and reporting capabilities merely exposed the underlying reality that sales management has not evolved into the discipline it needs to be. We believe this lack of development at the sales management level is in part the by-product of a myopic obsession with developing our frontline sellers. This intense focus on developing salespeople rather than sales managers has been enabled by at least two faulty assumptions.

GREAT SELLERS EVOLVE INTO GREAT MANAGERS … MAYBE?

First, there seems to be an assumption that if ...