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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Contents
Foreword by Neil Rackham
PART 1 Metrics, Metrics Everywhere
CHAPTER 1 CRM, Reporting, and a False Sense of Control
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
Activities, Results, and the Stuff In-Between
CHAPTER 3 Business Results—the Company’s Health
The Problem with “Managing by Results”