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

  • Chapter 1: CRM, Reporting, and a False Sense of Control
  • Chapter 2: What Can We Really Manage?
  • Chapter 3: Business Results—the Company's Health
  • Chapter 4: Sales Objectives—the Sales Force's Mandates
  • Chapter 5: Sales Activities—the Drivers of Sales Performance
  • Chapter 6: Building the Foundation for Control
  • Chapter 7: Selecting and Collecting Your Metrics
  • Chapter 8: Managing with Processes and Numbers
  • Chapter 9: Mission Accomplished