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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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Based on seven years of reporting from over a dozen countries, writer Tom Wainwright takes you on an extraordinary journey into the business of being a drug lord. Learn more.
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From the Inside Flap
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
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
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
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Top Customer Reviews
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 ›
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!
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.
Wait a minute!....first you must read this book.
It's an easy read, yet provides invaluable insight into what sales leadership can actually influence and control. The authors conducted extensive research evaluating the hundreds of metrics used in the real world. They parsed, sliced, diced and categorized them into 3 main buckets and proved that many metrics simply aren't controllable. Deeper down the stack, there are metrics that influence behavior. Finally, at the bottom of the stack are actionable metrics that leadership can control. The idea is that leadership must select metrics that directly measure sales person activities, which will influence outcomes, and ultimately the desired business results such as revenue growth or profits. Simple concepts, yet brilliant to put it in a book.
I strongly recommend this book not only for the insight it provides, but for helping in the selection of metrics that will influence outcomes and ultimately results.
Most Recent Customer Reviews
Step 1: Carefully define the Business Results you want to achieve. Typically:
b. Value of weighted pipeline
c. Read more
Not a great writer, you'd do better googling what you need to knowPublished 2 months ago by Sharone G
Liked the focus on real-world quantitative management via metrics. Would recommend this book to any Sales Manager who wants to achieve and measure results.Published 3 months ago
Those who are in management it's a precious gift for their present and future.
You can't directly control the business results that shareholders want, namely Market Share, Financials and Satisfaction, but you can have Business Objectives and Business... Read morePublished 4 months ago by Nicholas Gomez
As a national sales manager for a healthcare organization, I found this book very helpful. I would recommend this to any sales managers or aspiring leaders. Read morePublished 4 months ago by Matt Valin
Not an easy read. If you stick with it and consider what they did to bring us the content you will recognize the effort that went into it.Published 6 months ago by Angie ortiz