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Publisher's Summary

Boost sales results by zeroing in on the metrics that matter most

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.

©2011 Jason Jordan, Michelle Vazzana (P)2017 McGraw-Hill Education

Critic Reviews

"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)
" Cracking 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)

What members say

Average Customer Ratings

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Needs accompanying PDF

I dislike being forced to buy the hard copy for a summary of metrics. Most other books have an accompanying pdf.

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Worth the time!

I’ve been an empiric Sales Manager all my life, after reading this book I got profesionalized

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Great book!

Great book. Much better to listen for a better understanding. Would definitely recommend. 5 Stars.

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Excellent

I am not the first to mention the relative lack of sales management texts. This is an excellent and highly relevant book, from cover to cover.

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  • nikki
  • 02-21-18

Valuable information

Where does Cracking the Sales Management Code rank among all the audiobooks you’ve listened to so far?

This is the sort of book that is great to listen to, but you will also want a hard copy for reference. I will be listening to again, and again