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Cracking the Sales Management Code
Book

Cracking the Sales Management Code

The Secrets to Measuring and Managing Sales Performance

McGraw-Hill, 2011 更多详情


Editorial Rating

8

Qualities

  • Analytical
  • Scientific
  • Applicable

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.

Take-Aways

  • “Sales activities drive sales objectives, which in turn drive business results.”
  • Sales success depends on methods, measurement and sales management.
  • Sound sales data should help managers guide their salespeople and target trends.

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. 


Comment on this summary or 开始讨论

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    J. C. 1 year ago
    Good to understand Measuring and Managing Sales Performance
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    J. X. 1 year ago
    expect to the training
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    A. Ö. 7 years ago
    Nounupoj