Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance PDF Download
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Author: Jason Jordan Publisher: McGraw Hill Professional ISBN: 0071769617 Category : Business & Economics Languages : en Pages : 272
Book Description
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.
Author: Jason Jordan Publisher: McGraw Hill Professional ISBN: 0071769617 Category : Business & Economics Languages : en Pages : 272
Book Description
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.
Author: Gerardus Blokdyk Publisher: 5starcooks ISBN: 9780655150916 Category : Languages : en Pages : 118
Book Description
Are we Assessing Sales Performance Management and Risk? Is Sales Performance Management linked to key business goals and objectives? Is Sales Performance Management dependent on the successful delivery of a current project? How do we go about Comparing Sales Performance Management approaches/solutions? What would happen if Sales Performance Management weren't done? This best-selling Sales Performance Management self-assessment will make you the principal Sales Performance Management domain expert by revealing just what you need to know to be fluent and ready for any Sales Performance Management challenge. How do I reduce the effort in the Sales Performance Management work to be done to get problems solved? How can I ensure that plans of action include every Sales Performance Management task and that every Sales Performance Management outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Performance Management opportunity costs are low? How can I deliver tailored Sales Performance Management advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Sales Performance Management essentials are covered, from every angle: the Sales Performance Management self-assessment shows succinctly and clearly that what needs to be clarified to organize the business/project activities and processes so that Sales Performance Management outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Performance Management practitioners. Their mastery, combined with the uncommon elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Performance Management are maximized with professional results. Your purchase includes access details to the Sales Performance Management self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows your organization exactly what to do next. Your exclusive instant access details can be found in your book.
Author: Steve Andersen Publisher: AMACOM ISBN: 0814437168 Category : Business & Economics Languages : en Pages : 304
Book Description
If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle. Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. Beyond the Sales Process provides you with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this resource reveals 12 essential strategies for salespeople wanting to take their performance to a whole new level, including: Research your customer Build a vision with them for their own success Understand your customer’s drivers, objectives, and challenges Create and realize value together Leverage your results to forge lasting--and mutually beneficial—relationships If you want to successfully sell to your customers, you need to know your customers…beyond the sales process!
Author: Gerard Blokdyk Publisher: Createspace Independent Publishing Platform ISBN: 9781977887245 Category : Languages : en Pages : 124
Book Description
How do you measure the Operational performance of your key work systems and processes, including productivity, cycle time, and other appropriate measures of process effectiveness, efficiency, and innovation? In what way can we redefine the criteria of choice in our category in our favor, as Method introduced style and design to cleaning and Virgin America returned glamor to flying? What are the key elements of your Sales Performance Management performance improvement system, including your evaluation, organizational learning, and innovation processes? How do you use other indicators, such as workforce retention, absenteeism, grievances, safety, and productivity, to assess and improve workforce engagement? Does Sales Performance Management create potential expectations in other areas that need to be recognized and considered? Defining, designing, creating, and implementing a process to solve a business challenge or meet a business objective is the most valuable role... In EVERY company, organization and department. Unless you are talking a one-time, single-use project within a business, there should be a process. Whether that process is managed and implemented by humans, AI, or a combination of the two, it needs to be designed by someone with a complex enough perspective to ask the right questions. Someone capable of asking the right questions and step back and say, 'What are we really trying to accomplish here? And is there a different way to look at it?' For more than twenty years, The Art of Service's Self-Assessments empower people who can do just that - whether their title is marketer, entrepreneur, manager, salesperson, consultant, business process manager, executive assistant, IT Manager, CxO etc... - they are the people who rule the future. They are people who watch the process as it happens, and ask the right questions to make the process work better. This book is for managers, advisors, consultants, specialists, professionals and anyone interested in Sales Performance Management assessment. All the tools you need to an in-depth Sales Performance Management Self-Assessment. Featuring new and updated case-based questions, organized into seven core areas of process design, this Self-Assessment will help you identify areas in which Sales Performance Management improvements can be made. In using the questions you will be better able to: - diagnose Sales Performance Management projects, initiatives, organizations, businesses and processes using accepted diagnostic standards and practices - implement evidence-based best practice strategies aligned with overall goals - integrate recent advances in Sales Performance Management and process design strategies into practice according to best practice guidelines Using a Self-Assessment tool known as the Sales Performance Management Scorecard, you will develop a clear picture of which Sales Performance Management areas need attention. Included with your purchase of the book is the Sales Performance Management Self-Assessment downloadable resource, which contains all questions and Self-Assessment areas of this book in a ready to use Excel dashboard, including the self-assessment, graphic insights, and project planning automation - all with examples to get you started with the assessment right away. Access instructions can be found in the book. You are free to use the Self-Assessment contents in your presentations and materials for customers without asking us - we are here to help.
Author: Gerardus Blokdyk Publisher: 5starcooks ISBN: 9780655513353 Category : Languages : en Pages : 306
Book Description
Does the solution support the distinction between projects and nonproject requests (e.g., operations and maintenance, minor enhancement, new program activity request)? Which solutions are on a release management cycle? by organizational unit, by program activity, etc.)? How you are adopting to newer security standards or technologies as and when available to improve security of data and application? Does the data center that houses this solution conform to generally recognized security standards? This extraordinary Sales Performance Management self-assessment will make you the entrusted Sales Performance Management domain specialist by revealing just what you need to know to be fluent and ready for any Sales Performance Management challenge. How do I reduce the effort in the Sales Performance Management work to be done to get problems solved? How can I ensure that plans of action include every Sales Performance Management task and that every Sales Performance Management outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Performance Management costs are low? How can I deliver tailored Sales Performance Management advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Sales Performance Management essentials are covered, from every angle: the Sales Performance Management self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Sales Performance Management outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Performance Management practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Performance Management are maximized with professional results. Your purchase includes access details to the Sales Performance Management self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book. You will receive the following contents with New and Updated specific criteria: - The latest quick edition of the book in PDF - The latest complete edition of the book in PDF, which criteria correspond to the criteria in... - The Self-Assessment Excel Dashboard - Example pre-filled Self-Assessment Excel Dashboard to get familiar with results generation - In-depth and specific Sales Performance Management Checklists - Project management checklists and templates to assist with implementation INCLUDES LIFETIME SELF ASSESSMENT UPDATES Every self assessment comes with Lifetime Updates and Lifetime Free Updated Books. Lifetime Updates is an industry-first feature which allows you to receive verified self assessment updates, ensuring you always have the most accurate information at your fingertips.
Author: Norman Behar, David Jacoby, Ray Makela Publisher: Sales Readiness Group ISBN: 0997464011 Category : Business & Economics Languages : en Pages : 108
Book Description
Managing a sales team is one of the most important and challenging positions in a company, and it requires a unique set of skills. Unfortunately, many sales managers spend much of their day putting out fires, and moving from problem to problem. Their days consist of an overwhelming number of activities including respond to urgent request from their bosses, resolving customer issues and complaints, and dealing with disgruntled employees. In addition, they find themselves sitting in meetings that run way too long, and submitting countless sales forecasts to satisfy upper management. As a result, sales managers get caught up in a daily grind and end their work week exhausted and feeling like they have little control over their destiny. In The High-Impact Sales Manager, you’ll learn how to transcend the daily grind and unlock the full potential of your sales team. This includes learning to: • Hire the best people and hold them accountable • Manage sales performance by focusing on the underlying behaviors that drive performance • Consistently produce accurate sales forecasts • Provide personalized sales coaching that results in better skills and higher win rates • Motivate and inspire your team to greatness Most importantly, The High-Impact Sales Manager will leave you feeling confident and enthusiastic in your ability to lead and empower your team to achieve unparalleled success.
Author: Gerardus Blokdyk Publisher: 5starcooks ISBN: 9780655840282 Category : Languages : en Pages : 312
Book Description
How will you know that you have improved? What creative shifts do you need to take? How will you measure your Sales Performance Management Solutions effectiveness? Has a Sales Performance Management Solutions requirement not been met? What other organizational variables, such as reward systems or communication systems, affect the performance of this Sales Performance Management Solutions process? This one-of-a-kind Sales Performance Management Solutions self-assessment will make you the dependable Sales Performance Management Solutions domain visionary by revealing just what you need to know to be fluent and ready for any Sales Performance Management Solutions challenge. How do I reduce the effort in the Sales Performance Management Solutions work to be done to get problems solved? How can I ensure that plans of action include every Sales Performance Management Solutions task and that every Sales Performance Management Solutions outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Performance Management Solutions costs are low? How can I deliver tailored Sales Performance Management Solutions advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Sales Performance Management Solutions essentials are covered, from every angle: the Sales Performance Management Solutions self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Sales Performance Management Solutions outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Performance Management Solutions practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Performance Management Solutions are maximized with professional results. Your purchase includes access details to the Sales Performance Management Solutions self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book. You will receive the following contents with New and Updated specific criteria: - The latest quick edition of the book in PDF - The latest complete edition of the book in PDF, which criteria correspond to the criteria in... - The Self-Assessment Excel Dashboard - Example pre-filled Self-Assessment Excel Dashboard to get familiar with results generation - In-depth and specific Sales Performance Management Solutions Checklists - Project management checklists and templates to assist with implementation INCLUDES LIFETIME SELF ASSESSMENT UPDATES Every self assessment comes with Lifetime Updates and Lifetime Free Updated Books. Lifetime Updates is an industry-first feature which allows you to receive verified self assessment updates, ensuring you always have the most accurate information at your fingertips.
Author: Michael Buttkus Publisher: Springer ISBN: 3030127303 Category : Business & Economics Languages : en Pages : 439
Book Description
This book offers essential insights into various management concepts for retail and consumer packaged goods companies. Addressing a range of topics in the field of performance management, it presents concepts for management control, management reporting, planning & forecasting, as well as digitization-related aspects. The contributing authors share valuable lessons learned from real-world consulting projects and present innovative approaches to successful and effective management control at retail and consumer packaged goods companies.
Author: Gerardus Blokdyk Publisher: 5starcooks ISBN: 9781489141347 Category : Languages : en Pages :
Book Description
This exclusive Sales Performance Management SaaS Self-Assessment will make you the accepted Sales Performance Management SaaS domain Assessor by revealing just what you need to know to be fluent and ready for any Sales Performance Management SaaS challenge. How do I reduce the effort in the Sales Performance Management SaaS work to be done to get problems solved? How can I ensure that plans of action include every Sales Performance Management SaaS task and that every Sales Performance Management SaaS outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Performance Management SaaS opportunity costs are low? How can I deliver tailored Sales Performance Management SaaS advise instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerardus Blokdyk. Blokdyk ensures all Sales Performance Management SaaS essentials are covered, from every angle: the Sales Performance Management SaaS Self-Assessment shows succinctly and clearly that what needs to be clarified to organize the business/project activities and processes so that Sales Performance Management SaaS outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Performance Management SaaS practitioners. Their mastery, combined with the uncommon elegance of the Self-Assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Performance Management SaaS are maximized with professional results. Your purchase includes access to the $249 value Sales Performance Management SaaS Self-Assessment Dashboard download which gives you your dynamically prioritized projects-ready tool and shows your organization exactly what to do next. Your exclusive instant access details can be found in your book.
Author: Gerardus Blokdyk Publisher: Createspace Independent Publishing Platform ISBN: 9781976307065 Category : Languages : en Pages : 124
Book Description
This exclusive Sales Performance Management SaaS Self-Assessment will make you the accepted Sales Performance Management SaaS domain Assessor by revealing just what you need to know to be fluent and ready for any Sales Performance Management SaaS challenge. How do I reduce the effort in the Sales Performance Management SaaS work to be done to get problems solved? How can I ensure that plans of action include every Sales Performance Management SaaS task and that every Sales Performance Management SaaS outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Performance Management SaaS opportunity costs are low? How can I deliver tailored Sales Performance Management SaaS advise instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerardus Blokdyk. Blokdyk ensures all Sales Performance Management SaaS essentials are covered, from every angle: the Sales Performance Management SaaS Self-Assessment shows succinctly and clearly that what needs to be clarified to organize the business/project activities and processes so that Sales Performance Management SaaS outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Performance Management SaaS practitioners. Their mastery, combined with the uncommon elegance of the Self-Assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Performance Management SaaS are maximized with professional results. Your purchase includes access to the $249 value Sales Performance Management SaaS Self-Assessment Dashboard download which gives you your dynamically prioritized projects-ready tool and shows your organization exactly what to do next. Your exclusive instant access details can be found in your book.
Author: Jason Jordan
Author: Jason Jordan
Author: Gerardus Blokdyk
Author: Steve Andersen
Author: Gerard Blokdyk
Author: Gerardus Blokdyk
Author: Norman Behar, David Jacoby, Ray Makela
Author: Gerardus Blokdyk
Author: Michael Buttkus
Author: Gerardus Blokdyk
Author: Gerardus Blokdyk