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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:
"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
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 24 days ago by Angie ortiz
This book is an eye opener. It addresses the unease I feel as a salesmanager to have a real impact on my sales people. Read morePublished 1 month ago by Brann Verstraete
It wasn't a bad idea, but the writers seemed like they were trying to stretch out a decent idea into a long book instead of giving a busy sales manager the solutions they promise... Read morePublished 1 month ago by Matt H.
This book is incredibly useful and thorough. Alas, it's also repetitive and often self-congratulatory. Read morePublished 2 months ago by Mark J. Welch
This book is at least 2X too long. The author painfully repeats his simplistic sales management jargon over and over in the second half of this book without saying anything... Read morePublished 3 months ago by Tom Carroll
Changed the way I think about sales management. Great for veterans or new comers to sales management.Published 3 months ago by Ben