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Cracking The Sales Management Code Hardcover

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Cracking The Sales Management Code Hardcover

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SpecificationsAbout the Author Jason Jordan is a partner with Vantage Point Performance a sales management training and development firm. He is a recognized thought-leader and sought-after speaker on the subject of sales management best practices. Jordan lives in Charlottesville Virginia where he teaches sales management at the University of Virginias Darden School of Business. Michelle Vazzana has personally coached hundreds of sales managers and leaders. Her graduate studies and extensive experience helped bridge the gap between Vantage Point Performances groundbreaking research and its practical application for sales managers. She is a popular speaker on the topic of sales transformation.Author 1 Jason JordanBook Description 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.ISBN-10 0071765735ISBN-13 9780071765732Language EnglishNumber of Pages 272Publication Date 16-Oct-2011View Full Specifications SpecificationsAbout the Author Jason Jordan is a partner with Vantage Point Performance a sales management training and development firm. He is a recognized thought-leader and sought-after speaker on the subject of sales management best practices. Jordan lives in Charlottesville Virginia where he teaches sales management at the University of Virginias Darden School of Business. Michelle Vazzana has personally coached hundreds of sales managers and leaders. Her graduate studies and extensive experience helped bridge the gap between Vantage Point Performances groundbreaking research and its practical application for sales managers. She is a popular speaker on the topic of sales transformation.Author 1 Jason JordanBook Description 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.ISBN-10 0071765735ISBN-13 9780071765732Language EnglishNumber of Pages 272Publication Date 16-Oct-2011View Full Specifications

Technical Details

Model number:	N23788137A
EAN:	N23788137A
Part Number:	N23788137A
Seller SKU:	ZW23788137A
Condition:	New
Origin:	United States
Availability:	In Stock
Minimum order quantity:	1
Shipping weight:	500.00 g
Date first listed on zimpot :	Apr 30, 2021

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