Vantage Point Performance. All Rights Reserved. 2. Agenda. • The Sales Manager's Dilemma. • How Managers Spend Their Time. • A Week in the Life. Editorial Reviews. From the Inside Flap. There are literally thousands of books on selling, Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance - site edition by Jason Jordan, Michelle. Index Account Management activities, –21 as building block of control, defined, , issues, –26 metrics, –22, prevalence of, tools, .
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All Rights Reserved. CRACKING THE. SALES MANAGEMENT CODE. MANAGE YOUR TEAMS TO. COMMERCIAL SUCCESS. Tom Disantis. Cracking The Sales Management Code The Secrets To Measuring And Managing Sales Performance [PDF] [EPUB] Effective Performance. [PDF] [EPUB] Have not added any PDF format description on Cracking the Sales Cracking the Sales Management Code: The Secrets to.
Cracking Sales Management Code Performance PDF Ee8078b7e
For instance, sales managers can direct their salespeople to complete account plans for their major customers. Or they can select the types of training they provide to their reps, or the number of hours that they spend on coaching.
These are the only sales force metrics that can be managed with any level of certainty and control, because they are the immediate results of actionable decisions by a salesperson or manager. Examples of Sales Activity metrics: Percent of sales calls made Percent of account plans completed Number of hours coaching per rep Percent of reps using CRM Sales Activity provide primary feedback about the ongoing performance of their salespeople. We believe these are the best leading indicators of sales performance — that the proper selling activities are being executed properly.
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In other words, if you are doing the right things today, success will surely follow tomorrow. Indirectly Manageable Metrics: Sales Objectives Unlike Sales Activities, most of the metrics we observed could not be directly managed. In fact, we found that the largest group of numbers was focused on measuring the achievement of specific selling goals or objectives.
We therefore called these metrics Sales Objectives. These are not unilateral decisions that can be directed by a manager — they require some level of consent by customers or employees.
These can be influenced only indirectly by managing the preceding activities that lead to success with the objectives desired. For example, a sales manager cannot direct a customer to hand over a higher share-of-wallet a Sales Objective , because the customer must agree to download additional products from her sales force.
But she can direct her salespeople to do better account planning a Sales Activity which should ultimately affect the share-of-wallet the company receives from its customers. Sample Sales Objective metrics:.
This book is invaluable because it reveals the manageable activities that actually drive sales results. Jude Medical " Cracking the Sales Management Code is one of the most important resources available on effective sales management.
Cracking the Sales Management Code by Michelle Vazzana, Jason Jordan
It should be required reading for every sales leader. Magowan Professor of Marketing, Graduate School of Business, Stanford University "This book offers a solution to close the gap between sales processes and business results.
It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great! There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force?
Where are the frameworks, metrics, and best practices to help you succeed?
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Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can "manage" and which ones you can't How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.
It reveals the gears and levers that actually control sales results.
It adds clarity to things that you intuitively know and provides insight into things that you don't. It will change the way you manage your sellers from day to day, as well as the results you get from year to year. Business Nonfiction Publication Details Publisher: McGraw-Hill Education Imprint: McGraw-Hill Edition: He is a recognized thought-leader and sought-after speaker on the subject of sales management best practices.The combination of metrics, aligned with appropriate processes, should enable sales managers to manage their team successfully.
Sales Management. It will change the way you manage your sellers from day to day, as well as the results you get from year to year. How to Win Friends and Influence People. Chip Heath. Everybody Writes.