Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

4.06 avg rating
( 251 ratings by Goodreads )
 
9780071765732: Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

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, "There's 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.

"synopsis" may belong to another edition of this title.

From the Back Cover:

"There's 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."
 From the Foreword by Neil Rackham
 
 "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
 
"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
 
"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

"When it comes to sales management, there is very little innovative thinking on the topic.  Cracking the Sales Management Code is a must-read for anyone wanting to bring their sales management team into the 21st century."
Mike Nathe, Senior Vice President, Essilor Laboratories of America
 
"Cracking the Sales Management Code is one of the most important resources available on effective sales management. Its clear, credible, and reasoned insights provide a compelling blueprint for sales force improvement, and should be required reading for every sales leader." 
Bob Kelly, Chairman, The Sales Management Association
 
"Sales management too often equates measuring sales performance with managing it.  This book cleverly pulls the two apart and illustrates how to manage the activities that lead to desired outcomes. The result is a must-read for managers who want to focus their attention to have a greater impact on sales force performance."
James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University
 

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 performance
  • How to choose the right processes for your own team
  • The 3 levels of sales metrics you must collect
  • Which metrics you can 'manage' and which you can't
  • How to prioritize conflicting sales objectives
  • How to align seller activities with business results
  • How to use CRM to improve the impact of coaching
As Neil Rackham writes in the foreword: "There's 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 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.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

JORDAN
Published by Mcgraw Hill Publishers
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Quantity Available: > 20
Seller:
INDOO
(Avenel, NJ, U.S.A.)
Rating
[?]

Book Description Mcgraw Hill Publishers. Book Condition: New. Brand New. Bookseller Inventory # 0071765735

More Information About This Seller | Ask Bookseller a Question

Buy New
14.83
Convert Currency

Add to Basket

Shipping: 2.65
Within U.S.A.
Destination, Rates & Speeds

2.

Jordan, Jason
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Quantity Available: > 20
Seller:
Paperbackshop-US
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 2011. HRD. Book Condition: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # VJ-9780071765732

More Information About This Seller | Ask Bookseller a Question

Buy New
14.83
Convert Currency

Add to Basket

Shipping: 3.03
Within U.S.A.
Destination, Rates & Speeds

3.

Jason Jordan, Michelle Vazzana
Published by McGraw-Hill Education - Europe, United States (2012)
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Hardcover Quantity Available: 10
Seller:
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2012. Hardback. Book Condition: New. Language: English . Brand New Book. 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 Code is 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, ATT 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 Code is 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! -Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: 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 five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can manage and which ones you can t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: There s 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 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. Bookseller Inventory # AAC9780071765732

More Information About This Seller | Ask Bookseller a Question

Buy New
17.88
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

4.

Jordan, Jason
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Quantity Available: 16
Seller:
Pbshop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 2011. HRD. Book Condition: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # IB-9780071765732

More Information About This Seller | Ask Bookseller a Question

Buy New
15.49
Convert Currency

Add to Basket

Shipping: 3.03
Within U.S.A.
Destination, Rates & Speeds

5.

Jordan, Jason
Published by McGraw-Hill 10/11/2011 (2011)
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Hardcover Quantity Available: 9
Seller:
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description McGraw-Hill 10/11/2011, 2011. Hardback or Cased Book. Book Condition: New. Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Book. Bookseller Inventory # BBS-9780071765732

More Information About This Seller | Ask Bookseller a Question

Buy New
18.66
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

6.

Jason Jordan, Michelle Vazzana
Published by McGraw-Hill Education - Europe, United States (2012)
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Hardcover Quantity Available: 10
Seller:
Book Depository hard to find
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2012. Hardback. Book Condition: New. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. 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 Code is 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, ATT 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 Code is 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! -Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: 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 five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can manage and which ones you can t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: There s 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 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. Bookseller Inventory # BTE9780071765732

More Information About This Seller | Ask Bookseller a Question

Buy New
19.24
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

7.

Jordan, Jason
Published by McGraw-Hill Education (2011)
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Hardcover Quantity Available: 9
Seller:
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2011. Hardcover. Book Condition: New. Never used!. Bookseller Inventory # 0071765735

More Information About This Seller | Ask Bookseller a Question

Buy New
18.56
Convert Currency

Add to Basket

Shipping: 1.51
Within U.S.A.
Destination, Rates & Speeds

8.

Jason Jordan, Michelle Vazzana
Published by McGraw-Hill Education - Europe, United States (2012)
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Hardcover Quantity Available: 10
Seller:
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2012. Hardback. Book Condition: New. Language: English . Brand New Book. 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 Code is 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, ATT 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 Code is 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! -Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: 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 five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can manage and which ones you can t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: There s 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 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. Bookseller Inventory # AAC9780071765732

More Information About This Seller | Ask Bookseller a Question

Buy New
20.17
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

9.

Jason Jordan; Michelle Vazzana
Published by McGraw-Hill Education (2011)
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Hardcover First Edition Quantity Available: 1
Seller:
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2011. Hardcover. Book Condition: New. book. Bookseller Inventory # M0071765735

More Information About This Seller | Ask Bookseller a Question

Buy New
20.84
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

10.

Jordan, Jason; Vazzana, Michelle
Published by McGraw-Hill Education
ISBN 10: 0071765735 ISBN 13: 9780071765732
New Hardcover Quantity Available: 1
Seller:
Qwestbooks COM LLC
(Bensalem, PA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0071765735. Bookseller Inventory # Z0071765735ZN

More Information About This Seller | Ask Bookseller a Question

Buy New
21.29
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book