Making the Number: How to Use Sales Benchmarking to Drive Performance
Oct 2008 · Sold by Penguin
4.0star
2 reviews
Ebook
288
Pages
family_home
Eligible
info
About this ebook
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.
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.
Ratings and reviews
4.0
2 reviews
Anil Das
- Flag inappropriate
November 21, 2021
AÀA BOSS NETWORK
About the author
Greg Alexander, coauthor of Topgrading for Sales, is the cofounder and CEO of Sales Benchmark Index. He is also president of the Atlanta chapter of Sales & Marketing Executives International and was named Sales and Marketingmagazine's 2004 sales manager of the year.
Aaron Bartels and Mike Drapeau are cofounders and Executive Vice Presidents of Sales Benchmark Index.
Aaron Bartels and Mike Drapeau are cofounders and Executive Vice Presidents of Sales Benchmark Index.
Rate this ebook
Tell us what you think.
Reading information
Smartphones and tablets
Install the Google Play Books app for Android and iPad/iPhone. It syncs automatically with your account and allows you to read online or offline wherever you are.
Laptops and computers
You can listen to audiobooks purchased on Google Play using your computer's web browser.
eReaders and other devices
To read on e-ink devices like Kobo eReaders, you'll need to download a file and transfer it to your device. Follow the detailed Help Center instructions to transfer the files to supported eReaders.
