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

October 2011

Intermediate to advanced

272 pages

6h 47m

English

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The War RoomGot Control?The Source of the ProblemHow Sales Has Trailed Its Peers
Great Sellers Evolve into Great Managers . . . Maybe?It’s the Sales Manager, StupidCan You Manage a Number?Our Journey BeginsThe QuestionActivities, Results, and the Stuff In-BetweenThe Code Begins to Crack
Back to the War RoomDoing WellThe Problem with “Managing by Results”

Smile . . . For a WhileBehold, the Sales ObjectiveStuff for Sales Management to Worry AboutThe Sales Force as Ground CoverThe “Capable” Sales ForceAcquire, Retain, Grow, RepeatSell Something . . . but Not Just AnythingThe Sales Force: Revenue Machine or Strategic Weapon?
The Missing Metrics on the WallSales Processes, You Say?The Building Blocks of ControlFact: Better Processes = Better Sales Performance
The Building BlocksWhich Sales Process Is Best for Our Company?Rightsizing Your Sales ProcessOff the Shelf or Off the Mark?Does That Also Come in Gray?
If Sales Management Were a SnapChoosing Activity, Objective, and Result MetricsBringing Back the SmilesThe Shape of Things to ComeLearning to Let GoSpeaking of Reports . . .
Now It’s Time to ManageManaging Call ManagersManaging Opportunity ManagersManaging Account ManagersManaging Territory ManagersAnd Sales Force EnablementWhich Process for Which Objective?The Treasure MapAn Advanced Degree: Selecting A-O-Rs for the Individual Seller
In ReflectionThe Ultimate Status CheckAnd Finally . . .

Jason Jordan, Michelle Vazzana

Matthew Schwartz

Massimo Parravicini

Warren Kurzrock

ISBN: 9780071765732