May 2023
Intermediate to advanced
288 pages
6h 6m
English
book
The Sales Agility Code: Deploy Situational Fluency to Win More Sales
by Michelle Vazzana, Lisa Sottosanti Doyle
Content preview from The Sales Agility Code: Deploy Situational Fluency to Win More Sales
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Appendix: Details of the Sales Agility Research Journey
ORGANIZATIONAL AGILITY RESEARCH
Sales Metrics Research, 2008 to 2010
University Sales Education Foundation and VantagePoint gather metrics data from 17 global sales organizations.
• Total number of metrics after elimination of duplicates: 306.
• The results, objectives, and activities (ROA) framework for measuring and managing a sales force was born.
• Published in our bestselling book Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance.
Sales Coaching Study, 2017 to 2018
374 salespeople from a global manufacturing and services company. Formed the basis for Michelle Vazzana’s PhD dissertation.
• Three types of coaching (capability, outcome, ...