CHAPTER 7Selecting and Collecting Your Metrics
IF SALES MANAGEMENT WERE A SNAP
If you have formal sales processes in your sales force, then you’re off to a good start as a sales manager. Unlike your peers with no sales processes, you have something to actually manage. But even with the building blocks of control in place, you must determine what you want to accomplish with this potent managerial power. The question for you becomes:
Given the ability to influence sales performance, which metrics on the war room wall do you want to change? 
An ...
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