Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance (BUSINESS BOOKS)
£21.80£25.60 (-15%)
Boost sales results by zeroing in on the metrics that matter most
“Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.”
―Arthur Dorfman, National Vice President, SAP
“Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.”
―Mike Nathe, Senior Vice President, Essilor Laboratories of America
“The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field―and this book tells how do to that in an easy-to-understand, actionable manner.”
―Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions
“There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.”
―John Davis, Vice President, St. Jude Medical
“Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.”
―Bob Kelly, Chairman, The Sales Management Association
“A must-read for managers who want to have a greater impact on sales force performance.”
―James Lattin, Robert A. 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!”
―Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories
About the Book:
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?
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: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”
Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. 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.
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Additional information
| Publisher | McGraw Hill (16 Oct. 2011) |
|---|---|
| Language | English |
| Hardcover | 272 pages |
| ISBN-10 | 0071765735 |
| ISBN-13 | 978-0071765732 |
| Dimensions | 19.81 x 2.54 x 22.35 cm |
by Mart
A very goon insight into Sales Managment and what can be controlled.
by Tsvetelina
Not the best sales book but I guess some may find it useful.
by Paul Higuera
A good read covering the basic areas of sales management that one tends to cover but not with the same focus and awareness as defined in this book.
by London
In the first part of the book where it’s about setting the scene I found myself highlighting section after section.
That quality was not maintained when it moved into the ‘now what’ (paraphrased) part. Quite theoretical and hardly any practical examples. The examples given are constructed and don’t use real names.
Still a valuable read, but quite dry after the first part.
by RP
I’ve probably re-read the book ten times by now! If you are in sales you will be very familiar with the contents, but the authors do a fantastic job in giving the reader examples, actionable items, structure to the everyday activities and metrics.
Congrats to the authors! I’ve bought one copy for each of my sales leadership team, they loved it!
by Neil
Provides a practical framework for managing a diverse team, from which bespoke processes can be formed and applied. A little more on change management would have been useful, but other than this it is an easy read illustrated by real-world coaching examples. I would recommend, either to newly appointed sales management or those wishing to refresh their strategies for change, growth etc.
by MJG
Received only yesterday and more than half way through, this book is a gem of insights and practical tips! Very easy to read and can highly recommend to anyone new in sales manager position!
by Matthew
This an essential read for anyone that wants to get an understanding of the science and statistics of a sales organisation.