{"product_id":"cracking-the-sales-management-code-the-secrets-to-measuring-and-managing-sales-performance-hardcover","title":"Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eJason Jordan\u003c\/b\u003e (Author), \u003cb\u003eMichelle Vazzana\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eBoost sales results by zeroing in on the metrics that matter most\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e\u003cb\u003e--Arthur Dorfman, National Vice President, SAP\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eCracking the Sales Management Code\u003c\/i\u003e is a must-read for anyone who wants to bring his or her sales management team into the 21st century.\"\u003cbr\u003e\u003cb\u003e--Mike Nathe, Senior Vice President, Essilor Laboratories of America\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e\u003cb\u003e--Michael R. Jenkins, Signature Client Vice President, AT\u0026amp;T Global Enterprise Solutions\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e\u003cb\u003e--John Davis, Vice President, St. Jude Medical\u003c\/b\u003e\u003c\/p\u003e\"\u003ci\u003eCracking the Sales Management Code\u003c\/i\u003e is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.\"\u003cbr\u003e\u003cb\u003e--Bob Kelly, Chairman, The Sales Management Association\u003c\/b\u003e \u003cp\u003e\"A must-read for managers who want to have a greater impact on sales force performance.\"\u003cbr\u003e\u003cb\u003e--James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"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 \"\u003cbr\u003e\u003cb\u003e--Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAbout the Book: \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThere 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?\u003c\/p\u003e \u003cp\u003eBased on extensive research into how world-class companies measure and manage their sales forces, \u003ci\u003eCracking the Sales Management Code\u003c\/i\u003e is the first operating manual for sales management. In it you will discover: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eThe five critical processes that drive sales performance \u003c\/li\u003e\n\u003cli\u003eHow to choose the right processes for your own team \u003c\/li\u003e\n\u003cli\u003eThe three levels of sales metrics you must collect \u003c\/li\u003e\n\u003cli\u003eWhich metrics you can \"manage\" and which ones you can't \u003c\/li\u003e\n\u003cli\u003eHow to prioritize conflicting sales objectives \u003c\/li\u003e\n\u003cli\u003eHow to align seller activities with business results \u003c\/li\u003e\n\u003cli\u003eHow to use CRM to improve the impact of coaching\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eAs Neil Rackham writes in the foreword: \"There's an acute shortage of good books on the specifics of sales management. \u003ci\u003eCracking the Sales Management Code\u003c\/i\u003e is about the practical specifics of sales management in the new era, and it fills a void.\"\u003c\/p\u003e \u003cp\u003e\u003ci\u003eCracking the Sales Management Code\u003c\/i\u003e 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.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eJason Jordan\u003c\/b\u003e 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.\u003cbr\u003e\u003cb\u003eMichelle Vazzana\u003c\/b\u003e 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.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 272\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1 x 9.1 x 6.1 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e October 11, 2011\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":45229266108518,"sku":"9780071765732","price":45.48,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0599\/7255\/0758\/files\/TzZobUg5eXBuMjNXdjBOQlpHRWY3Zz09.webp?v=1773521431","url":"https:\/\/infinitylightwa.com\/products\/cracking-the-sales-management-code-the-secrets-to-measuring-and-managing-sales-performance-hardcover","provider":"Infinity Light","version":"1.0","type":"link"}