“Sales management too often equates measuring sales performance with managing it. This book cleverly pulls the two apart and illustrates how to manage the activities that lead to desired outcomes. The result is a must-read for managers who want to focus their attention to have a greater impact on sales performance.”
— James Lattin
Robert A. Magowan Professor of Marketing,Graduate School of Business,Stanford University
“This book gives actionable advice in helping shift your focus from the outcomes to the inputs that will drive success. If you are desirous of different results and courageous enough to change your behavior, the authors give empirical evidence to help you on your journey. Read this book, energize your team, and enjoy the results!” ...
Get Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
