Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success [Paperback]

John Davis (Author)

Book Description

Publication Date: January 22, 2007

A key challenge sales professionals confront is how to measure the various activities they perform in the sales planning, selling and execution, and post-sales review phases of the customer relationship.

Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success is a ready-reference for sales and marketing professionals who seek clear descriptions of over 50 of the most important sales metrics and formulas.

Using clear descriptions and relevant examples from many of today’s leading companies, sales and marketing professionals will learn relevant measurement and evaluation techniques, including:

• Important metrics for measuring market conditions, sales forecasting, compensation, quotas, sales force-size, pricing, and customers
• Applying metrics to different phases of the selling process
• Key behaviors of the most successful sales people

Magic Numbers for Sales Management is an important resource for the most demanding sales professionals who want to fully assess the success of their selling activities.

Editorial Reviews

From the Back Cover

The very few companies that have sustained above-average growth rates for long periods of time have institutionalized the fundamentals of world-class sales management. John Davis' new book, Magic Numbers for Sales Management, provides a comprehensive, formula-driven tutorial on the basic measures for all the many companies not in this exclusive club to drive sales performance. It is a must-have, simple-to-read reference book for any busy executive - from sales manger to CEO. - William M. Brown, President, UTC Fire & Security

Talk is Cheap. Nowhere is this truer than in sales management. John Davis's new book takes the "Talk" out of sales and adds the "walk" by offering the reader an easy-to-follow guide to measuring sales success. This book can be used by salesmen and marketers alike to effectively plan, manage, and review sales-related strategies. It should be required reading for all sales mangers everywhere. - Dae Ryun Chang, Professor of Marketing, Yonsei University

Magic Numbers for Sales Management is an enabling simple arithmetic for sales management practitioners. It provides a comprehensive reference for measuring the complex economics of sales into a set of key formulas that are easy to understand and apply. It will help anybody in sales to develop their strategies in today's demanding environment. - Paul Yao, Chief Executive Officer, Intertek Testing Services Hong Kong Limited

It was Einstein who said "not everything that counts can be counted, and not everything that can be counted counts." John Davis provides insights on how to count things that do count in sales management. - Rajendra Srivastava, Roberto C. Goizueta Chair in e-Commerce and Marketing, Director, Zyman Institute of Brand Science (ZIBS).

About the Author

John  Davis is a Practice Associate Professor of Marketing at Singapore Management University where he is also Director of the Centre for Marketing Excellence. He is the author of Measuring Marketing: 103 Key Metrics Every Marketer Needs and Magic Numbers for Consumer Marketing, and is founder of Brand New View, a global consulting and training company.
John teaches and consults with companies around the world, is a featured speaker at conferences, and is regularly sought by news media for his views on marketing, sales and branding. He has founded two award-winning companies and led marketing teams at Nike, Informix and Transamerica.
He earned his MBA from Columbia University and his BA from Stanford University.

Product Details

• Paperback: 228 pages
• Publisher: Wiley; 1 edition (January 22, 2007)
• Language: English
• ISBN-10: 0470821876
• ISBN-13: 978-0470821879
• Product Dimensions: 7.1 x 1 x 10 inches
• Shipping Weight: 1.3 pounds (View shipping rates and policies)
• Amazon Best Sellers Rank: #650,568 in Books (See Top 100 in Books)

More About the Author

John A. Davis
Faculty
Lundquist College of Business
University of Oregon

John Davis' career spans both the academic and business worlds. He is the author of several acclaimed marketing books: The Olympic Games Effect (2nd edition-coming in early 2012); Competitive Success: How Branding Adds Value (2010), The Olympic Games Effect-1st edition ©2008), Magic Numbers for Sales Management (©2007), Measuring Marketing: 103 Key Metrics Every Marketer Needs (©2006; and 2nd edition coming in late 2012), and Magic Numbers for Consumer Marketing (©2005). He is a contributing author to Fast Track to Success-Marketing (©2009). His next book, following the publication of the aforementioned 2nd editions, is Sports Marketing: Creating Long Term Value (est. 2013). in 2010 he received the 'Best Professor of Marketing' award in 2010 by the CMO Council and Asia's Best B-School Awards. Before joining the Lundquist College of Business at the University of Oregon, John's prior positions were: Dean-GlobalMBA and Professor of Marketing at SP Jain; Department Chair and Professor of Marketing at Emerson College in Boston; Professor of Marketing Practice and Director of the Center for Marketing Excellence at Singapore Management University, where he received the 'Most Inspiring/Distinguished Teacher' award (2007) and Dean's Teaching Honors every year from 2004-2009. He has been a visiting professor at the International Olympic Academy in Olympia, Greece, and has also taught at University of Washington, UC Davis and Stanford University, and in partner programs with faculty from University of Chicago, INSEAD, Emory, Munich Business School, and the European Business School. John has taught at the undergraduate and MBA levels, and in dozens of executive education programs for leading companies, including: IBM, DOW Chemical, Allianz, TIAA-CREF, OCBC, SK Telecom, Commerzbank, Schneider Electric, MSIG, IHG, Boeing, and SwissRE. His research interests are in global brand leadership, marketing strategy, sports marketing, and marketing accountability. In business, he has won awards as the leader of global marketing organizations for Fortune 500 companies and two companies he founded with private investor groups, including Brand New View (www.brandnewview.com), where he remains chairman. John has spoken at conferences around the world, from Tokyo to Cairo to San Francisco to Shanghai, including TEDx, and has been interviewed by global media, including: the BBC, MSNBC, CNBC, ChannelNewsAsia, Bloomberg, and NPR. He wrote and broadcast a 24-segment radio program about marketing. He is co-host of the podcast series 'LeadershipMatters'. He received his M.B.A. from Columbia University and his B.A. from Stanford University.