PDF-[DOWNLOAD] - Cracking the Sales Management Code: The Secrets to Measuring and Managing

Boost sales results by zeroing in on the metrics that matter mostSales may be an art but sales management is a science Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward successArthur Dorfman National Vice President SAPCracking the Sales Management Code is a mustread for anyone who wants to bring his or her sales management team into the 21st centuryMike Nathe Senior Vice President Essilor Laboratories of AmericaThe authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives Real control is derived from clear direction to the fieldand this book tells how do to that in an easytounderstand actionable mannerMichael R Jenkins Signature Client Vice President ATT Global Enterprise SolutionsThere are things that can be managed in a sales force and there are things that cannot Too often sales management doesnt see the difference This book is invaluable because it reveals the manageable activities that actually drive sales resultsJohn Davis Vice President St Jude MedicalCracking the Sales Management Code is one of the most important resources available on effective sales management It should be required reading for every sales leaderBob Kelly Chairman The Sales Management Association A mustread for managers who want to have a greater impact on sales force performanceJames Lattin Robert A Magowan Professor of Marketing Graduate School of Business Stanford UniversityThis book offers a solution to close the gap between sales processes and business results It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to greatAnita Abjornson Sales Management Effectiveness Abbott LaboratoriesAbout the Book There are literally thousands of books on selling coaching and leadership but what about the particulars of managing a sales force Where are the frameworks metrics and best practices to help you succeedBased on extensive research into how worldclass companies measure and manage their sales forces Cracking the Sales Management Code is the first operating manual for sales management In it you will discoverThe five critical processes that drive sales performanceHow to choose the right processes for your own teamThe three levels of sales metrics you must collectWhich metrics you can manage and which ones you cantHow to prioritize conflicting sales objectivesHow to align seller activities with business resultsHow to use CRM to improve the impact of coachingAs Neil Rackham writes in the foreword Theres 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 voidCracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works It reveals the gears and levers that actually control sales results It adds clarity to things that you intuitively know and provides insight into things that you dont It will change the way you manage your sellers from day to day as well as the results you get from year to year. Joseph DiMisa. Senior Vice President. 770-403-8006. jdimisa@sibson.com. 2015. Joseph DiMisa, CSCP. Senior Vice President . Sales Effectiveness Practice Leader. Sibson Consulting, a Division of Segal. SPM, Batesville. , JD Edwards, and You. Charles McGuinness. Director, Customer Strategy. 2. What is SPM?. Creating More Performant Organizations. better. MANAGE . performance. better. MOTIVATE . behaviors. Tank You. 1. Chapter. What Is Selling?. Personal Selling Today. A New Definition of Personal Selling. The Golden Rule of Personal Selling. Everybody Sells!. What Salespeople Are Paid to Do. Why Choose a Sales Career?. using SAP NetWeaver Business Intelligence. Dr. Bjarne Berg. . 2. What We’ll Cover …. Introduction & definitions. Defining, Prioritizing, & Implementing KPIs. Core KPIs (sales, finance & supply chain). Learning Objectives. Discuss the key considerations in developing and implementing effective sales strategies.. Understand the recruitment, selection, and training processes involved in developing the salesforce.. T Owen Group. Sales Performance Management. T Owen Group. The T Owen Group Consultants work with Sales Leaders, HR Business Partners or Company Executives in establishing a Performance Management Process for Sales, delivering the “people analytics” that provide for key decision making initiatives.. LECTURE 1. Introduction to Sales Management. Sales Management. is the planning, organizing, leading and controlling of an organization’s sales force in order to create exchange to satisfy individual and organizational objectives.. Introductions – Presenter. Name. Company/Organization. Position. APICS Certifications. APICS Training. Background. Introduce yourself!. Other Accomplishments. Presentation Agenda. S&OP Definition. The way sales leaders have traditionally run their sales processes doesn’t optimize the use of technology. Visit: https://gryphonnetworks.com/ Sales acceleration is one of the most effective ways to improve your company’s revenue, and there are numerous strategies that can help ramp things up. Visit: https://gryphonnetworks.com/ Managing a team of sales reps is hard work. There’s a lot to keep track of, a lot to do, and a lot of people looking up to you for motivation and inspiration. Visit: https://gryphonnetworks.com/ Do you find it hard to make consistent sales in your business?Know that Generating sales always is not magic. There is a system to it called the SALES FUNNEL.Sadly, some businesses do not know how to make their sales funnel work for them.This book was written to address this challenge. This book is written in simple, clear language to educate you onWhat is a sales funnel?Benefits of a sales funnelTypes of sales funnels.How to create sales funnelHow to manage sales funnelSales funnel email marketing toolsExamples of a sales funnelOnline tools for building high converting sales funnelTop mistakes you are making with your sales funnelSteps on how to generate high converting sales funnel It also guides you to the formula for building a high-converting sales funnel. You will also learn the top mistakes that businesses make in their sales funnel and how to avoid them. Finally, the book will equip you with all the tools that you need to build your online sales funnels.If you desire to boost your sales, read this book. Making the leap into sales management means meeting a whole new set of challenges. As a manager, you8217re going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you8217ve been handed these unfamiliar responsibilities, you8217re going to have to think on your feet -- or face the possibility of not living up to expectations.Easy-to-understand and filled with realistic examples and immediately usable strategies, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate. Dispensing with dry theory, the book helps you understand your new role in the organization, and how to thrive simultaneously as both a member of the management team, and as a team leader. You8217ll learn how to:8226 Make a smooth transition into management.8226 Build a superior, high-functioning sales team.8226 Set objectives and plan performance.8226 Delegate responsibilities.8226 Recruit new employees.8226 Improve productivity and effectiveness.Based on the bestselling American Management Association seminar, the book supplies you with indispensable, need-to-know information on communicating with your team, your bosses, your peers, and your customers developing a sales plan and understanding the relationship between corporate, department, and individual plans applying crucial time management skills to your new role managing a sales territory interviewing and hiring the right people building a motivational environment compensating your people and understanding the difference between training, coaching, and counseling8212and knowing how to excel at each.You can8217t make the leap into sales management successfully without the proper tools and information under your belt. Fundamentals of Sales Management for the Newly Appointed Sales Manager gives you everything you need to win the respect of your peers and colleagues, and immediately excel at your challenging new responsibilities. WEEK 9. Sales Compensation . Reference: Remuneration Handbook Chapter 10. Not Peer Reviewed. OVERVIEW. The . objectives. of this session are to learn more about:- . Design of total remuneration strategy for sales force employees .