Making the Number: How to Use Sales Benchmarking to Drive Performance [NOOK Book]

Overview

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 ...
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Making the Number: How to Use Sales Benchmarking to Drive Performance

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Overview

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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Product Details

  • ISBN-13: 9781101216477
  • Publisher: Penguin Group (USA)
  • Publication date: 10/16/2008
  • Sold by: Penguin Group
  • Format: eBook
  • Pages: 288
  • File size: 3 MB

Meet 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.
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Sort by: Showing 1 – 2 of 1 Customer Reviews
  • Posted December 20, 2009

    more from this reviewer

    Sales Benchmarking Not In Need of Corporate Propaganda

    Greg Alexander, Aaron Bartels, and Mike Drapeau oversell their company through their book about sales benchmarking to the annoyance of their audience. They implausibly claim that they alone have developed what they call a complete taxonomy for sales benchmarking (p. 74). Furthermore, Messrs. Alexander, Bartels, and Drapeau seem to give the impression that salespeople are not held accountable unlike the other functions within a company. Corporate America will probably disagree with this statement. In addition, the examples provided are of limited use because of their generality. Finally, the authors sometimes contradict themselves. For example, they recognize that "benchmarking's applicability to the sales profession . is still undetermined (p. 204)." Four pages later, readers get the advice: "Play the odds and bet on something predictable, dependable, and proven - sales benchmarking (p. 208)." Another four pages down in the same chapter, readers can read to their amazement: "Today . sales benchmarking is rarely deployed (p. 212)." To summarize, the book under review is another example of a business book that could be reduced to a 10-page article to be read in a business publication.

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted January 7, 2010

    No text was provided for this review.

Sort by: Showing 1 – 2 of 1 Customer Reviews

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