Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching. It is a book on how to effectively manage a sales force. Neil Rackham (bestselling author of SPIN Selling) states in his 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." This book is effectively an operating manual for the sales force. It identifies the 5 fundamental sales processes that can be managed to create desired business outcomes, and it helps readers choose which of the processes are needed to achieve their own strategic objectives. It also provides examples of actual tools and frameworks for sales managers to use, and it gives straight-forward advice on how to change sales force behaviors while avoiding common pitfalls. This book will further help sales forces maximize the usefulness of CRM by defining 3 distinct levels of sales metrics - those you can directly manage, those you can influence, and those that you can only hope to change. Cracking the Sales Management Code is written in an engaging and narrative way that brings to life the extensive research and practical insights contained within its pages. It is a must-read for anyone in sales management or sales operations who wants to clarify the task of sales management and put in place the strategies, processes, tools, and metrics to proactively manage sales performance.

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

Business & Money

Vazzana, Michelle

Jordan, Jason

Management & Leadership

McGraw=Hill

Make sales coaching a daily priority for top-of-game staff performance Those who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing: • Provide clear direction for sellers on how to get to quota―for all sales roles • Ensure effective execution by coaching the right things, in the right measure, executed the right way • Assess seller performance and make timely course corrections It’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to―results follow. It’s that simple. Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.

Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

Business Culture

Develop the mental agility and razor-sharp decision making of today’s most successful salespeople 
The world of sales has become less predictable and more competitive in recent years. Buying decisions are more complex, differentiation between suppliers is difficult to discern, and high-quality information is readily available. The salespeople who excel are agile―choosing a path based on the buying situations they face and continually re-assessing those choices. 
In The Sales Agility Code, leaders at industry-leading sales training and development firm VantagePoint Performance help you learn and replicate what the highest-performing salespeople do to succeed in an unpredictable and ever-changing market. This groundbreaking, research-driven guide teaches you how to: Shift to a buyer-focus perspective and assess customer situations from multiple perspectives Make sense of buyers’ situations by considering and weighing all available data and your own insights Choose a sales approach that aligns with the customer situation with your prioritized sales objective Execute a variety of sales tactics that will move the sales opportunity forward Make in-the-moment adjustments as the buyer’s situation evolves 
With The Sales Agility Code, you have everything you need to understand the buyer, the buying situation, and the buyer’s needs so you can consciously choose the best approach for each stage in each deal―which will invariably result in more sales.

The Sales Agility Code: Deploy Situational Fluency to Win More Sales

Doyle, Lisa Sottosanti

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Books by Vazzana, Michelle