Book : Cracking The Sales Management Code The Secrets To...

-Titulo Original : Cracking The Sales Management Code The Secrets To Measuring And Managing Sales Performance

-Fabricante :

McGraw Hill

-Descripcion Original:

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. Neil Rackham (bestselling author of SPIN Selling) states in his foreword, Theres 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. This book is effectively an operating manual for the sales force. It identifies the 5 fundamental sales processes that can be managed to create desired business outcomes, and it helps readers choose which of the processes are needed to achieve their own strategic objectives. It also provides examples of actual tools and frameworks for sales managers to use, and it gives straight-forward advice on how to change sales force behaviors while avoiding common pitfalls. This book will further help sales forces maximize the usefulness of CRM by defining 3 distinct levels of sales metrics - those you can directly manage, those you can influence, and those that you can only hope to change. Cracking the Sales Management Code is written in an engaging and narrative way that brings to life the extensive research and practical insights contained within its pages. It is a must-read for anyone in sales management or sales operations who wants to clarify the task of sales management and put in place the strategies, processes, tools, and metrics to proactively manage sales performance. From the Publisher Jason Jordan is a partner with Vantage Point Performance, a sales management training and development firm. He is a recognized thought-leader and sought-after speaker on the subject of sales management best practices. Jordan lives in Charlottesville, Virginia, where he teaches sales management at the University of Virginia’s Darden School of Business.Michelle Vazzana has personally coached hundreds of sales managers and leaders. Her graduate studies and extensive experience helped bridge the gap between Vantage Point Performance’s groundbreaking research and its practical application for sales managers. She is a popular speaker on the topic of sales transformation. From the Inside Flap 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 5 critical processes that drive sales performanceHow to choose the right processes for your own team The 3 levels of sales metrics you must collectWhich metrics you can manage and which you cantHow to prioritize conflicting sales objectivesHow to align seller activities with business results How to use CRM to improve the impact of coachingAs Neil Rackham writes in the foreword: Theres 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 will add clarity to things that you intuitively know and provide insight into things that you dont. It will change the way you manage your sellers from day to d