Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success - Softcover

John Davis

Softcover

ISBN 10: 0470821876 ISBN 13: 9780470821879

Publisher: Wiley, 2007

Synopsis

A key challenge sales professionals confront is how to measure the various activities they perform in the sales planning, selling and execution, and post-sales review phases of the customer relationship.

Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success is a ready-reference for sales and marketing professionals who seek clear descriptions of over 50 of the most important sales metrics and formulas.

Using clear descriptions and relevant examples from many of today’s leading companies, sales and marketing professionals will learn relevant measurement and evaluation techniques, including:

• Important metrics for measuring market conditions, sales forecasting, compensation, quotas, sales force-size, pricing, and customers
• Applying metrics to different phases of the selling process
• Key behaviors of the most successful sales people

Magic Numbers for Sales Management is an important resource for the most demanding sales professionals who want to fully assess the success of their selling activities.

About this title

About the Author

John  Davis is a Practice Associate Professor of Marketing at Singapore Management University where he is also Director of the Centre for Marketing Excellence. He is the author of Measuring Marketing: 103 Key Metrics Every Marketer Needs and Magic Numbers for Consumer Marketing, and is founder of Brand New View, a global consulting and training company.
John teaches and consults with companies around the world, is a featured speaker at conferences, and is regularly sought by news media for his views on marketing, sales and branding. He has founded two award-winning companies and led marketing teams at Nike, Informix and Transamerica.
He earned his MBA from Columbia University and his BA from Stanford University.

From the Back Cover

The very few companies that have sustained above-average growth rates for long periods of time have institutionalized the fundamentals of world-class sales management. John Davis' new book, Magic Numbers for Sales Management, provides a comprehensive, formula-driven tutorial on the basic measures for all the many companies not in this exclusive club to drive sales performance. It is a must-have, simple-to-read reference book for any busy executive - from sales manger to CEO. - William M. Brown, President, UTC Fire & Security

Talk is Cheap. Nowhere is this truer than in sales management. John Davis's new book takes the "Talk" out of sales and adds the "walk" by offering the reader an easy-to-follow guide to measuring sales success. This book can be used by salesmen and marketers alike to effectively plan, manage, and review sales-related strategies. It should be required reading for all sales mangers everywhere. - Dae Ryun Chang, Professor of Marketing, Yonsei University

Magic Numbers for Sales Management is an enabling simple arithmetic for sales management practitioners. It provides a comprehensive reference for measuring the complex economics of sales into a set of key formulas that are easy to understand and apply. It will help anybody in sales to develop their strategies in today's demanding environment. - Paul Yao, Chief Executive Officer, Intertek Testing Services Hong Kong Limited

It was Einstein who said "not everything that counts can be counted, and not everything that can be counted counts." John Davis provides insights on how to count things that do count in sales management. - Rajendra Srivastava, Roberto C. Goizueta Chair in e-Commerce and Marketing, Director, Zyman Institute of Brand Science (ZIBS).

Edition details

• Publisher: Wiley
• Publication date: 2007
• Language: English
• ISBN 10: 0470821876
• ISBN 13: 9780470821879
• Binding: Paperback
• Edition number: 1
• Number of pages: 228