Boost sales results by zeroing in on the metrics that matter most 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 Cracking the Sales Management Code is a must-read for
anyone who wants to bring his or her sales management team into the 21st century.-Mike Nathe
Senior Vice President Essilor Laboratories of America 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 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 MedicalCracking the Sales Management
Code is one of the most important resources available on effective sales management. . . . It
should be required reading for every sales leader. -Bob Kelly Chairman The Sales Management
Association A must-read for managers who want to have a greater impact on sales force
performance.-James Lattin Robert A. Magowan Professor of Marketing Graduate School of
Business Stanford University This book offers a solution to close the gap between sales
processes and business results. It shows a new way to think critically about the strategies and
tactics necessary to move a sales team from good to great!-Anita Abjornson Sales Management
Effectiveness Abbott Laboratories About the Book: 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: The five critical processes that drive sales performance How to choose the right
processes for your own team The three levels of sales metrics you must collect Which metrics
you can manage and which ones 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
As Neil Rackham writes in the foreword: 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. 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 adds clarity to
things that you intuitively know and provides 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.
