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Cracking the Sales Management Code by Michelle Vazzana, Jason Jordan

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CHAPTER 5Sales Activities—the Drivers of Sales Performance

THE MISSING METRICS ON THE WALL

As the 306 metrics slowly found their rightful places on our own war room wall, we were eventually left with only the numbers that can truly be managed. Of course, these were measures of Sales Activities. Compared to Business Results or Sales Objectives, these metrics are extremely cooperative because they measure the things that a sales force actually does. Pursuing leads, planning for sales calls, visiting prospects, strategizing opportunities, and managing customer relationships are the day-to-day activities that are done in pursuit of Sales Objectives and Business Results. Perform these tasks efficiently and effectively, and achieving your quota ...

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