Cracking the Sales Management Code
The Secrets to Measuring and Managing Sales Performance
Summary:
The book provides a framework for understanding the critical activities and metrics that drive effective sales management, breaking down sales processes into manageable elements. It offers practical advice on how to identify the right performance indicators and implement strategies to track and improve sales team performance.
Key points:
1. Sales Management Framework: The book presents a sales management framework focusing on sales activities, objectives, and business results. It suggests managing and measuring these can indirectly influence business outcomes.
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