Cracking the Sales Management Code: the Secrets to Measuring and Manag  (English, Paperback, Jordan Jason,)

Boost sales effectiveness by zeroing in on the metrics that really matter Cracking the Sales Management Code breaks down sales metrics into three general categories - Business Results, Sales Objectives, and Sales Processes - and describes the appropriate uses for each. It then explains how to create and a set of metrics that aligns tactical sales force behaviors with strategic organizational goals.

About the Author
Jason Jordan is a partner in Vantage Point Performance, a sales force consulting and training firm.

Michelle Teel is a partner in Vantage Point Performance and served in direct major account sales for Xerox Corporation prior to moving into sales training and sales training management.

Table of Contents
PART 1: Metrics, Metrics Everywhere
CHAPTER 1 CRM, Reporting, and a False Sense of Control
PART 2: The Sales Management Code . . . Cracked!
CHAPTER 2 What Can We Really Manage?
CHAPTER 3 Business Results—the Company’s Health
CHAPTER 4 Sales Objectives—the Sales Force’s Mandates
CHAPTER 5 Sales Activities—the Drivers of Sales Performance
PART 3: Using the Code to Manage Your Sales Force
CHAPTER 6 Building the Foundation for Control
CHAPTER 7 Selecting and Collecting Your Metrics
CHAPTER 8 Managing with Processes and Numbers
CHAPTER 9 Mission Accomplished