Items related to Making the Number: How to Use Sales Benchmarking to...
Synopsis
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.
"synopsis" may belong to another edition of this title.
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.
"About this title" may belong to another edition of this title.
Search results for Making the Number: How to Use Sales Benchmarking to...
Stock Image
Making the Number: How to Use Sales Benchmarking to Drive Performance
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00096977829
Stock Image
Making the Number: How to Use Sales Benchmarking to Drive Performance
Seller: Gulf Coast Books, Cypress, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Good. Seller Inventory # 1591842174-3-14801406
Stock Image
Making the Number: How to Use Sales Benchmarking to Drive Performance
Seller: ThriftBooks-Atlanta, AUSTELL, GA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G1591842174I4N00
Stock Image
Making the Number: How to Use Sales Benchmarking to Drive Performance
Published by
Portfolio Hardcover (edition ), 2008
ISBN 10: 1591842174
ISBN 13: 9781591842170
Used
Hardcover
Seller: BooksRun, Philadelphia, PA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting. Seller Inventory # 1591842174-11-1-29
Stock Image
Making The Number: How to Use Sales Benchmarking to Drive Performance
Seller: World of Books Inc, Montgomery, IL, U.S.A.
Seller rating 2 out of 5 stars
Hardback. Condition: Very Good. Numbers don't lie: 40 percent of all salespeople miss their targets each year. Given this fact, how can managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not a new concept 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. Seller Inventory # CIN1591842174VG
Stock Image
Making the Number: How to Use Sales Benchmarking to Drive Performance
Seller: Midtown Scholar Bookstore, Harrisburg, PA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. crisp clean w/light shelfwear/edgewear - may have remainder mark Standard-sized. Seller Inventory # 1591842174-01
Stock Image
Making the Number: How to Use Sales Benchmarking to Drive Performance
Seller: HPB-Red, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
hardcover. Condition: Good. Connecting readers with great books since 1972! Used textbooks may not include companion materials such as access codes, etc. May have some wear or writing/highlighting. We ship orders daily and Customer Service is our top priority! Seller Inventory # S_428844612
Stock Image
Making the Number: How to Use Sales Benchmarking to Drive Performance
Published by
Portfolio Hardcover October 2008, 2008
ISBN 10: 1591842174
ISBN 13: 9781591842170
Used
Hardcover
Seller: Colorado's Used Book Store, Englewood, CO, U.S.A.
Seller rating 4 out of 5 stars
Hardcover. Condition: Good. Dust Jacket Condition: Fair. Edgewear with tearing to dust jacket, binding sound and pages unmarked. Gift inscription inside front cover.Had to tape some of cover. All Orders Shipped With Tracking And Delivery Confirmation Numbers. Seller Inventory # 414019
Stock Image
Making the Number: How to Use Sales Benchmarking to Drive Performance
Seller: HPB-Diamond, Dallas, TX, U.S.A.
Seller rating 5 out of 5 stars
hardcover. Condition: Very Good. Connecting readers with great books since 1972! Used books may not include companion materials, and may have some shelf wear or limited writing. We ship orders daily and Customer Service is our top priority! Seller Inventory # S_457334330
Stock Image
Making the Number : How to Use Sales Benchmarking to Drive Performance
Published by
Penguin Publishing Group, 2008
ISBN 10: 1591842174
ISBN 13: 9781591842170
Used
Hardcover
Seller: Better World Books, Mishawaka, IN, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 2717037-6