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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance Hardcover – October 11, 2011


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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance + Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives + The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
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Product Details

  • Hardcover: 272 pages
  • Publisher: McGraw-Hill; 1 edition (October 11, 2011)
  • Language: English
  • ISBN-10: 0071765735
  • ISBN-13: 978-0071765732
  • Product Dimensions: 7.8 x 1 x 8.8 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (42 customer reviews)
  • Amazon Best Sellers Rank: #44,476 in Books (See Top 100 in Books)

Editorial Reviews

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.

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
 

Customer Reviews

4.5 out of 5 stars
5 star
69%
4 star
21%
3 star
0%
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10%
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See all 42 customer reviews
It's a well written book and definitely worth the read for Sales Managers and Company Executives.
Craig Waldon
In the rest of the book, the authors take you on the journey they made while cracking the code through their research and work with clients.
Mike Kunkle
This book lays out real Sales Force Enablement as the proper structure of Territory, Account, Opportunity and call Management.
Russ Emrick

Most Helpful Customer Reviews

15 of 16 people found the following review helpful By Mike Kunkle on August 6, 2012
Format: Hardcover Verified Purchase
I read a lot of books. It used to be about 50 a year, but now I read a lot more summaries and fewer full books, cover to cover. I especially read books about business, sales, training, organization development and performance improvement. I say that as a precursor to my statement that Jason Jordan and Michelle Vazzana's book, "Cracking The Sales Management Code" is one I read cover to cover recently and it is currently one of my top three choices for books on sales management and sales performance improvement. Frankly, I wish I had written it.

I could cite endless examples why, and will share a few, but the primary reason is the message they deliver about the under-developed yet critical sales function ("under-developed" is my term, meaning that the management model and business practices haven't evolved and matured to the degree that other disciplines have), and the largely overlooked and mismanaged role of frontline sales manager. It mirrors much of my own experiences over the past 25 years and I often found myself nodding my head or cheering to myself at many parts of the book.

Think those are some strong statements? Ask yourself these questions:
- What criteria is used in most organizations for promotion from sales rep to sales manager? (Most often, it's great sales results with the very best sales reps being promoted into roles for which they don't have the competencies.)
- How often do sales managers receive practical, helpful training and reinforcement on how to be a great sales manager?
- What training do most sales managers receive on interpreting selection assessments, conducting behavioral interviews, running and judging sales simulations, or utilizing other great hiring/selection methods?
Read more ›
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12 of 14 people found the following review helpful By Craig Waldon on October 10, 2011
Format: Kindle Edition Verified Purchase
The authors make a comment on the last page that they find some people don't make it to the end of a management book because the key concepts can be gleamed from the first few chapters. And I have certainly found that to be the case with other sales and management books. They are also often hard to read and easy to put down and then you move on.

Cracking the Sales Management Code was not like that and I suppose the main reason I kept reading was it was putting into words the nagging feeling I had about managing sales people but never really found the time to analyse. The authors then provided a solid and well thought through structure to use when managing a sales team in a well worded easy to read manner with lots of good examples of their theory in practice.

It's a well written book and definitely worth the read for Sales Managers and Company Executives. The only people I won't recommend it to are my competitors!
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4 of 4 people found the following review helpful By Zach Olson on March 19, 2014
Format: Kindle Edition Verified Purchase
While the book does give present a sales metrics and objectives in a clear way, the book is not revolutionary as it claims. It lacks the concrete examples and case studies that I would expect from a sales coaching book. The author also spends significant time hyping the book, which could have been spent on valuable business examples and case studies.
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9 of 12 people found the following review helpful By Malte Holm on February 3, 2012
Format: Hardcover Verified Purchase
After months of searching for a solid way to measure and manage sales performance we finally found "Cracking the Sales Management Code". The book is based on the author's extensive research and reveals a new framework for how to make sure your sales performance is trimmed and delivering the results the company is looking for.

The authors take us through three categories of metrics; Results, Objective and Activities. Far to often we as companies focus on the top- and bottomline (eg. hit sales quota of $2MM this year) and start looking for ways to tell our salespeople how to do this (sometimes just as "best of luck - let me know if you need anything" or "you need to make more cales this week!"). However the authors tell us that we must not forget to determine the Objectives (the "how are we going to get the results", as for example "more repeat customers", "more referrals", "focusing on Fortune 100 companies only") to understand what Activities will lead us to these, and further on to reach our business Results. The point is to manage what can really be managed and the authors show us that only the Activities can really be managed which is why we need to make sure we're doing the right thing.

The framework is solid and gives the sales manager a new approach as for how to think about managing reps. I'd highly recommend this book to anyone in sales (from the seasoned manager/director to sales reps) to understand how to measure the right things and make sure you're not trying to manage stuff that can't really be managed.
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1 of 1 people found the following review helpful By Matthew Polstein on October 2, 2014
Format: Kindle Edition Verified Purchase
We have an exceptionally strong sales team, but despite that fact we always felt frustrated that the team never felt in our control or on the same page with the rest of the company.

If you feel that same way, this is te perfect book to show you how to take control and eliminate the chaos that can exist even with a high performance sales team. This book will show you how to take that high performance team even higher.
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Format: Hardcover Verified Purchase
After you read a dozen or so books on Sales and Sales Management they all start to seem the same. Not so with "Cracking the Sales Management Code." Neil Rackham, author of SPIN Selling, and one of the industries pioneers and luminaries, says "there is an acute shortage of good books on sales management." This is not a good book - it is a great one.

As Neil points out, sales management needs to change from the antiquated model of the 3S: Selection, Strategy, and Skill to the 3M model: Management, Metrics, and Methodology. The key, however is the right 3M elements. We're drowning in data and metrics. Mr. Jordon humorously notes that "data has become the fast food of managers" and that "visibility to an action doesn't mean control over it." You can't manage a number and the typical management response when the numbers aren't good are "do more."

Mr. Jordan offers a structure to align Business Result (endgame) with Sales Goals, along with the right management, metrics and methodologies for effectiveness. Most sales managers have no training or support when they get the job. However studies prove that first line managers have the greatest impact on sales results. So sales management, as opposed to leadership, needs to know how to do their jobs - what to measure, how to coach, and how to align activity with the desired results. That is what this book helps managers to do.

This book lays out real Sales Force Enablement as the proper structure of Territory, Account, Opportunity and call Management. SFE is not CRM or Carrot/Stick management. Mr. Jordan lays out how to structure a team, lay out a call pattern, what and how to not only measure the correct things - but how to impact them positively.

I have not read a better book on sales management. Highly recommend.
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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
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