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Cracking the Sales Management Code by Michelle Vazzana, Jason Jordan

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CHAPTER 3Business Results—the Company’s Health

BACK TO THE WAR ROOM

The fiscal year just ended, and the war room is rockin’.

Excitement is in the air, as the entire leadership team awaits its first glimpse of the company’s year-end numbers. Conversations swirl about the year’s big victories over the competition. People are thankful for the last-minute deals that closed just in time to be booked in Q4. Twelve long months of hard work have led to this single moment in time. All eyes are on the walls as the numbers begin to post.

So which numbers will be the stars of today’s party? The Number of Sales Calls that the sales force was able to make last year? That would be useful information if management were here to direct Sales Activities, but ...

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