Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
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 Codeis 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 teamThe 3 levels of sales metrics you must collectWhich metrics you can 'manage' and which you can'tHow to prioritize conflicting sales objectivesHow to align seller activities with business resultsHow to use CRM to improve the impact of coachingAs Neil Rackham writes in the foreword: "There's an acute shortage of good books on the specifics of sales management.Cracking the Sales Management Codeis about the practical specifics of sales management in the new era, and it fills a void."Cracking the Sales Management Codefills 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 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.