-
Cracking the Sales Management Code
- The Secrets to Measuring and Managing Sales Performance
- Narrated by: Fred Filbrich
- Length: 7 hrs and 20 mins
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Publisher's summary
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, 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 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.
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Business owners want growth but fear it will take over their lives. Surprisingly, the only way to truly grow your company is to reduce its reliance on you - to scale. Jeff Hoffman and David Finkel offer a blueprint to rapidly grow your business while also gaining more freedom. Based on their own experiences starting, scaling, and effectively exiting from multiple successful companies, they provide seven clear principles that will help you determine the best strategy for growth in your company.
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All stuff no fluff
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Process!
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It's when you're stuck in the day-to-day, putting out fires and cleaning up messes, that passion turns to frustration. Freedom seems somewhere between elusive and impossible. The secret to getting unstuck is process. This inspiring, informative field guide will prove it's possible to establish rigor and discipline for process while also increasing creativity, flexibility, and innovation. Process! will help you identify a handful of core processes that make your business uniquely valuable.
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Missing Chapter Five
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A must read if you really want to innovate like Amazon
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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
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Companies need high potential leaders (Hi-Pos) more than ever before to help them adapt to today's tumultuous, digitally-driven business environment. If you meet the Hi-Po criteria, you're in high demand - and this book explains how to fast-track yourself.
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Good book for people wanting to climb the corporate ladder and for executives to accelerate high - potential leaders
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No substance or real solid information to take
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Good Guidance!
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What listeners say about Cracking the Sales Management Code
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Srastegarlari
- 02-13-24
The obvious but not obvious fact that activity influence outcomes.
This book is largely based on reporting metrics, how to correctly develope them and how to most effectively use them.
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- I spend too much here
- 07-17-23
Great info if you can stay awake.
Great info if you can stay awake. I fully expect the narrator at some point to start saying Bueller, Bueller, Bueller. I have no idea why they chose this guy, but there is a definite change needed.
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- Jama Ballard
- 02-23-23
Not Just For Managers
I think sales people need this too. I teaches the values of having objectives and not blindly following KPI’s set by management. It highlights back story to the requirements that you boss demands from you but never tells you why. Well it’s because they were never trained to coach you. Read it. If you’re performing well just keep doing what you’re doing because you’re likely one step ahead simply because you’re reading this book. Great info and stories.
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