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

Foreword

In the good old days, when selling was so much simpler, it was widely put about that sales success rested on the “three Ss” of good selling:

 

Selection: recruiting really high-potential salespeople

Strategy: helping them make insightful sales plans for each account

Skill: teaching them how to make effective sales calls

If you could get those three things right, then you had all you needed for a world-beating sales force.

At a conference in Europe last year, someone asked me whether I thought the three Ss still applied to the much more sophisticated sales environment of today. I answered that, yes, selection, strategy, and skill remain valid predictors of sales success. Really good people are still scarcer than gold, and if you can ...