Making the Number

How to Use Sales Benchmarking to Drive Performance

Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
Cover of the book Making the Number by Greg Alexander, Aaron Bartels, Mike Drapeau, Penguin Publishing Group
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Author: Greg Alexander, Aaron Bartels, Mike Drapeau ISBN: 9781101216477
Publisher: Penguin Publishing Group Publication: October 16, 2008
Imprint: Portfolio Language: English
Author: Greg Alexander, Aaron Bartels, Mike Drapeau
ISBN: 9781101216477
Publisher: Penguin Publishing Group
Publication: October 16, 2008
Imprint: Portfolio
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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.

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