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Foreword by Neil Rackham
PART 1 Metrics, Metrics Everywhere
CHAPTER 1 CRM, Reporting, and a False Sense of Control
The War Room
The Source of the Problem
How Sales Has Trailed Its Peers
PART 2 The Sales Management Code … Cracked!
CHAPTER 2 What Can We Really Manage?
Great Sellers Evolve into Great Managers … Maybe?
It’s the Sales Manager, Stupid
Can You Manage a Number?
Our Journey Begins
Activities, Results, and the Stuff In-Between
The Code Begins to Crack
CHAPTER 3 Business Results—the Company’s Health
Back to the War Room
The Problem with “Managing by Results”
CHAPTER 4 Sales Objectives—the Sales Force’s Mandates
Smile … For a While
Behold, the Sales Objective
Stuff for Sales Management to Worry ...