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Making the Number: How to Use Sales Benchmarking to Drive Performance Hardcover – Bargain Price, October 16, 2008

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Hardcover, Bargain Price, October 16, 2008
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Product Details

  • Hardcover: 288 pages
  • Publisher: Portfolio Hardcover (October 16, 2008)
  • ISBN-10: 1591842174
  • ASIN: B002ACPM72
  • Product Dimensions: 8.9 x 5.9 x 1.2 inches
  • Shipping Weight: 1.2 pounds
  • Average Customer Review: 3.6 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #1,701,191 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Greg Alexander, coauthor of Topgrading for Sales, is the cofounder and CEO of Sales Benchmark Index. He is also president of the Atlanta chapter of Sales & Marketing Executives International and was named Sales and Marketing magazine’s 2004 sales manager of the year.

Aaron Bartels and Mike Drapeau are cofounders and Executive Vice Presidents of Sales Benchmark Index.

More About the Author

What does Greg Alexander do?

Greg serves as CEO of Sales Benchmark Index (SBI). He helps B2B companies "make the number."

What is Sales Benchmark Index?

SBI is a sales and marketing consultancy focused exclusively on helping B2B companies exceed their revenue targets.

How does SBI Work?

The firm uses the benchmarking method to help companies accelerate their rate of revenue growth. Benchmarking allows the firm's clients to get access to and implement best practices from the top sales and marketing organizations.

Proof Points:

* SBI's client roster is composed of some of the world's most respected companies. For a partial list, go here:

* The biographies of the SBI team demonstrate they have walked in your shoes. Each member of the team came from industry and had to "make the number" to be successful. For a partial list of team biographies, go here:

* The methodologies used by SBI are evidenced-based. SBI implements solutions after they have been verified with before and after comparison data. For a partial list of our methodologies, go here:

* SBI is an execution-based firm. SBI assists our clients with the implementation of the strategies developed. For a case study, go here:

* Field adoption of SBI's recommendations happens. No shelf-ware. For a partial list of client testimonials, go here:

Customer Reviews

3.6 out of 5 stars

Most Helpful Customer Reviews

7 of 8 people found the following review helpful By Serge J. Van Steenkiste on December 20, 2009
Format: Hardcover
Greg Alexander, Aaron Bartels, and Mike Drapeau oversell their company through their book about sales benchmarking to the annoyance of their audience. They implausibly claim that they alone have developed what they call a complete taxonomy for sales benchmarking (p. 74). Furthermore, Messrs. Alexander, Bartels, and Drapeau seem to give the impression that salespeople are not held accountable unlike the other functions within a company. Corporate America will probably disagree with this statement. In addition, the examples provided are of limited use because of their generality. Finally, the authors sometimes contradict themselves. For example, they recognize that "benchmarking's applicability to the sales profession ... is still undetermined (p. 204)." Four pages later, readers get the advice: "Play the odds and bet on something predictable, dependable, and proven - sales benchmarking (p. 208)." Another four pages down in the same chapter, readers can read to their amazement: "Today ... sales benchmarking is rarely deployed (p. 212)." To summarize, the book under review is another example of a business book that could be reduced to a 10-page article to be read in a business publication.
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3 of 3 people found the following review helpful By Lee H. Cullom on February 12, 2009
Format: Hardcover
Ok, let's face it everyone, most business books are total garbage. As a matter of fact, this is the first review I have ever written for a business book, because I usually want to forget the grueling experience. Making the number is flotsam in a sea of garbage. :)

First, let me say this. Because this book is about the science of sales and not the art, it is not peppered with anecdotes that keep you interested. This is more of a well-researched textbook, so prepare your mind for the work.

A common theme touched by making the number (and the one that held my attention) throughout the book is the art of sales vs. the science of sales. I've read many enjoyable books on the art of the deal (most recently the little red book), but this is the first memorable book on the science of sales improvement.

The methodology presented is straightforward, practical and actionable. Here are a couple of instances:

- Metric Identification - For those who are antsy (like me) and want some meat quickly, it's worth flipping to this chapter.
- Compare and Contrast - The explanations of statistical interpretation are so clear and crisp that I wished the authors could have been my business statistics professors in college.

Bottom Line - I believe that making the number will help me and my reps make mine a little bit more consistently.
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Format: Hardcover
This is an excellent book for any manager and executive (or even any salesperson) concerned with the performance of their sales organization. The authors show you why benchmarking your sales team is important and can be a powerful tool in helping you not only understand the hows and whys of your team's performance, but on where your team needs to go and how to get there.

The book comes in five sections: Section one discusses what sales really is and all that is involved. You are also reminded about the importance of your customers and the experience you provide for them. I think you will also enjoy the chapters on what improving sales performance provides for executives and the individual salesperson. You are then introduced to what benchmarking is and the basics of what it involves.

Section two discusses what you need to do benchmarking for your sales team. The authors also take you through processes sales, strategic sales, and best practices. A chapter discusses why you want to be a world class sales team and another shows you what a self-aware sales team looks like and how it functions.

Section three shows you the five steps to making your benchmarking effective. They are getting the right metrics, collecting the right data, comparing and contrasting your team to those you are benchmarking against, deciding on focused action, and sustaining your efforts at improvement. Section four provides a call to action and shows you how to overcome objections to benchmarking, how to overcome implementation difficulties, and how to move forward with your benchmarking plans. Section five provides five case studies that illustrate the various points made in the text.
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2 of 2 people found the following review helpful By Rolf Dobelli HALL OF FAME on April 27, 2009
Format: Hardcover
Forget any fears of math or statistics that may still linger from your days in school. Sales benchmarking is a powerful tool that requires much less math and IT than you might expect. It yields hard numbers that show precisely how well you are competing, what gaps you need to close, how to create more value for your customers and how to improve your sales team's results. Greg Alexander, Aaron Bartels and Mike Drapeau provide a very readable explanation of what kind of tool sales benchmarking is, how to prepare to implement it, how to use it for fun and profit, and how to overcome common implementation difficulties. Although the authors are sales benchmarking consultants, their book does not read like self-promotion. getAbstract finds that they provide solid, helpful information as they explain the practical uses of sales benchmarking.
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