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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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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!
b. Value of weighted pipeline
c. Customer satisfaction
Step 2: Choose the sales process(es) and associated Sales Objectives most likely to help salespeople in distinct selling roles achieve their desired business results.Read more ›
But if the book were edited down to about 50% of its length, it would earn much more enthusiastic praise, and five stars.
I did go ahead and buy a second copy of the book for my boss, so that's certainly a strong endorsement.
Most Recent Customer Reviews
Although the book is sales related, insights and concepts are easily related to other function and parts of any organization. Read morePublished 1 month ago by iskandar iskak
Incredible read for sales managers who are tied of dated material explaining the antiquated non data driven process that we've become accustomed to over the past 100 years, the... Read morePublished 2 months ago by Jeff
This is a really outstanding book on sales management. It is insightful, and it is very well written using what appears to be top-tier management consulting-level writing... Read morePublished 2 months ago by KW
I like it because its real...and this book is very correlated with my current job as a sales manager.
Its like your forehead being hit to the wall... Read more
A success in clarity and structure: it makes sales performance management evident. On top, the book is extremely applicable for any sales managers. Read morePublished 6 months ago by Amazon Customer