Making the Number PDF
By:Greg Alexander,Aaron Bartels,Mike Drapeau
Published on 2008-10-16 by Penguin
The essential tool kit to achieve breakthrough sales performance improvements. Numbers don’t lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not new for finance or manufacturing but rarely gets applied to sales. Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct. Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. The authors take readers through their five-step methodology for sales benchmarking, showing how to select metrics; gather, compute, and compare internal and external data; and then actually use the data. Making the Number includes case studies of sales benchmarking in action. For example, find out how Discover Financial Services plays David to the Goliaths of MasterCard and Visa. Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.
This Book was ranked at 15 by Google Books for keyword Processes Infrastructure Customer Relations Business Money.
Book ID of Making the Number's Books is 0kPD3qgPdTUC, Book which was written byGreg Alexander,Aaron Bartels,Mike Drapeauhave ETAG "nKwp0raQ5nM"
Book which was published by Penguin since 2008-10-16 have ISBNs, ISBN 13 Code is 9781101216477 and ISBN 10 Code is 1101216476
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Book which have "288 Pages" is Printed at BOOK under CategoryBusiness and Economics
Book was written in en
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