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

CHAPTER 9Mission Accomplished

IN REFLECTION

As we prepared to write this book, we looked back at the many iterations of analyses and frameworks we had developed en route to the content you’ve just read. In reflection, it was truly difficult to crack the sales management code. This is partly because we were handed some early red herrings but mostly because it was just plain hard—much harder, in fact, than we had expected it to be.

We naively began the effort thinking that it would be a survey of existing best practices. If we studied the measurement strategies of large, evolved sales forces, surely the code would reveal itself. But we quickly discovered that even the most sophisticated organizations had not found an intuitive way to organize ...