Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

"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

PART 1 Metrics, Metrics EverywhereCHAPTER 1 CRM, Reporting, and a False Sense of ControlThe War RoomGot Control?The Source of the ProblemHow Sales Has Trailed Its PeersPART 2 The Sales Management Code . . . Cracked!CHAPTER 2 What Can We Really Manage?Great Sellers Evolve into Great Managers . . . Maybe?It's the Sales Manager, StupidCan You Manage a Number?Our Journey BeginsThe QuestionActivities, Results, and the Stuff In-BetweenThe Code Begins to CrackCHAPTER 3 Business Results-the Company's HealthBack to the War RoomDoing WellThe Problem with "Managing by Results"CHAPTER 4 Sales Objectives-the Sales Force's MandatesSmile . . . For a WhileBehold, the Sales ObjectiveStuff for Sales Management to Worry AboutThe Sales Force as Ground CoverThe "Capable" Sales ForceAcquire, Retain, Grow, RepeatSell Something . . . but Not Just AnythingThe Sales Force: Revenue Machine or Strategic Weapon?CHAPTER 5 Sales Activities-the Drivers of Sales PerformanceThe Missing Metrics on the WallSales Processes, You Say?The Building Blocks of ControlFact: Better Processes = Better Sales PerformancePART 3 Using the Code to Manage Your Sales ForceCHAPTER 6 Building the Foundation for ControlThe Building BlocksWhich Sales Process Is Best for Our Company?Rightsizing Your Sales ProcessOff the Shelf or Off the Mark?Does That Also Come in Gray?CHAPTER 7 Selecting and Collecting Your MetricsIf Sales Management Were a SnapChoosing Activity, Objective, and Result MetricsBringing Back the SmilesThe Shape of Things to ComeLearning to Let GoSpeaking of Reports . . .CHAPTER 8 Managing with Processes and NumbersNow It's Time to ManageManaging Call ManagersManaging Opportunity ManagersManaging Account ManagersManaging Territory ManagersAnd Sales Force EnablementWhich Process for Which Objective?The Treasure MapAn Advanced Degree: Selecting A-O-Rs for the Individual SellerCHAPTER 9 Mission AccomplishedIn ReflectionThe Ultimate Status CheckAnd Finally . . .Appendix: Troubleshooting GuideIndex