Boost sales results by zeroing in on the metrics that matter most
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. -Arthur Dorfman, National Vice President, SAP
Cracking the Sales Management Codeis a must-read for anyone who wants to bring his or her sales management team into the 21st century. -Mike Nathe, Senior Vice President, Essilor Laboratories of America
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. -Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions
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. -John Davis, Vice President, St. Jude Medical
Cracking the Sales Management Codeis one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader. -Bob Kelly, Chairman, The Sales Management Association
A must-read for managers who want to have a greater impact on sales force performance. -James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University
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
