Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
- 7h 20m 41s
- Jason Jordan, Michelle Vazzana
- Recorded Books, Inc.
- 2017
Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching. It is a book on how to effectively manage a sales force.
In this Audiobook
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Chapter 1: CRM, Reporting, and a False Sense of Control
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Chapter 2: What Can We Really Manage?
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Chapter 3: Business Results—the Company's Health
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Chapter 4: Sales Objectives—the Sales Force's Mandates
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Chapter 5: Sales Activities—the Drivers of Sales Performance
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Chapter 6: Building the Foundation for Control
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Chapter 7: Selecting and Collecting Your Metrics
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Chapter 8: Managing with Processes and Numbers
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Chapter 9: Mission Accomplished
