Summary of Cracking the Sales Management Code

The Secrets to Measuring and Managing Sales Performance

McGraw-Hill, more...

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Cracking the Sales Management Code book summary
Learn to apply the appropriate metrics for more sophisticated sales management.

Rating

8 Overall

9 Applicability

8 Innovation

8 Style

Recommendation

Working with the Sales Education Foundation, Jason Jordan and Michelle Vazzana examined 306 sales metrics to determine which ones best help sales managers guide their salespeople to improved performance. The authors explain how to manage a sales force, link sales tactics to corporate strategy and deliver the sales numbers companies need. They identify numerous metrics and describe how to apply them most effectively. getAbstract recommends their fresh insights – particularly in regard to the productive use of metrics – and concrete information to sales managers across all industries.

In this summary, you will learn

  • Why your sales methods, measurement and management all matter as much as your staff hiring, sales “strategy” and “skill”;
  • How to use sales metrics;
  • How to handle the five increments of the “sales management code”; and
  • How to apply “activities, objectives and results” (A-O-R) metrics and priorities to manage your sales staff.
 

Summary

Methods, Measurement and Sales Management
Sales success once depended on hiring the best salespeople, developing a strong sales strategy and training salespeople to be skilled and effective. These remain vital but three additional factors can matter even more: how you manage and supervise...
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About the Authors

Jason Jordan, a B2B selling expert, and Michelle Vazzana, an experienced sales management professional and coach, are partners at Vantage Point Performance, a sales management training and development firm. 


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