Making the Number: How to Use Sales Benchmarking to Drive Performance
- List Price:
- Buy New: $4.00
as of 12/19/2013 21:34 EST details
- You Save: $25.95 (87%)
- Sales Rank:1,305,824
- Languages:English (Unknown), English (Original Language), English (Published)
- Number Of Items:1
- Shipping Weight (lbs):1.1
- Dimensions (in):1 x 5.9 x 9.2
- Publication Date:October 16, 2008
Availability:Usually ships in 1-2 business days
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.
CERTAIN CONTENT THAT APPEARS ON THIS SITE COMES FROM AMAZON SERVICES LLC. THIS CONTENT IS PROVIDED ‘AS IS’ AND IS SUBJECT TO CHANGE OR REMOVAL AT ANY TIME.