Making the Number: How to Use Sales Benchmarking to Drive Performance
This title provides advice and information to better sales performance. It takes readers through a five-step methodology for sales benchmarking showing how to select metrics, gather, compute and compare internal and external data and then put it to use. It also includes case studies of sales benchmarking in action.
Bradford D. Smart, PH.D., author of "Topgrading," is president of Smart & Associates, Inc. A well-known psychologist and consultant with nearly thirty-five years in practice, he has worked with dozens of major companies to improve their hiring and coaching practices. Greg Alexander is CEO of Sales Benchmark Index and a seasoned sales leader with over fifteen yearsa experience at companies such as EMC. He was named "Sales and Marketing Magazine"as sales manager of the year in 2004.
NEWS: The 2008 800-CEO-READ Business Book Awards - Sales Category
Posted December 5, 2008, 2:44 AM with category of General BusinessThe books on our 2008 shortlist for the Sales Category are: The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite by Michael Port and Elizabeth Marshall (Wiley, August 2008) Elizabeth and Michael show readers that times are changing in business, and that customers are being driven away by typical sales tactics. Filled with real life stories about companies and what works and what doesn't, The Contrarian Effect not only shows how the sales process is broken, but how to successfully build something to replace it. Making the Number: How to Use Sales Benchmarking to Drive Performance by Greg Alexander, Aaron Bartels,and Mike Drapeau (Portfolio, November 2008) Showing how to use data-driven methods to make decisions, the authors introduce metrics to determine the sales process and identify potential growth without relying on pure instinct. Read more
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