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”
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.