Cracking the Sales Management Code by Jason Jordan

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana gives a finest follow approach to establish and implement the essential activities and metrics that drive business results. It's not a book on organizational leadership, neither is it a book on interpersonal coaching. It is a book on tips on how to successfully manage a sales force.

This text is predicated on new analysis into how world-class sales forces measure and handle their sellers. It is a groundbreaking book for sales managers and executives who want larger control over gross sales performance. Neil Rackham (bestselling writer of SPIN Promoting) states in his foreword, "There's an acute scarcity of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management within the new period, and it fills a void."

This book is effectively an operating guide for the sales force. It identifies the 5 basic sales processes that can be managed to create desired business outcomes, and it helps readers select which of the processes are needed to achieve their very own strategic objectives. It also provides examples of precise tools and frameworks for gross sales managers to make use of, and it offers straight-ahead recommendation on how you can change sales power behaviors whereas avoiding frequent pitfalls. This book will additional help gross sales forces maximize the usefulness of CRM by defining three distinct levels of sales metrics - these you may directly manage, those you may affect, and those which you could solely hope to change.

It's written in a fascinating and narrative means that brings to life the extensive research and sensible insights contained within its pages. It's a should-read for anyone in sales management or sales operations who need to make clear the task of gross sales management and put in place the methods, processes, tools, and metrics to proactively manage gross sales performance.

Book Details

Hardcover: 272 pages
Publisher: McGraw-Hill; 1 edition (September 20, 2011)
Language: English
ISBN-10: 0071765735

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