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Data Driven: How Performance Analytics Delivers Extraordinary Sales Results by Jenny Dearborn

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Chapter 4Finding the Keys

When Pam Sharp walked into the conference room shortly after 2:30 p.m., Henry Crawford was already there chatting with Stacy Martin and Andy Mahoney. Raj Kapoor, Cathie Martinez, and Jim Forrester arrived a short time later. They were in a great mood, as Henry regaled them with the tale of his horse Tina's Dream winning by a nose and paying 13.20 on a two-dollar ticket. What he didn't tell them, but Pam knew having seen his Porsche, was that the kid probably didn't bet two bucks—more like 2,000. They all took seats around the oval table in the center of the room.

“I think most of you know Jim Forrester, our western regional sales manager,” Pam began. “I need to say a few words about why I'm so glad to have him on this taskforce. Jim has been a rising star ever since David Craig recruited him. He started by earning Rookie of the Year honors, and last year he was our top sales rep in the U.S. He has a great reputation for developing the people under him, and he's very open to new ideas. Jim, Your perspective is going to be very important to us. We know you have a quota to make in your ‘day job,’ so my goal is to limit your time commitment to just a few hours a week.”

“Thanks, Pam,” said Jim. “It's my pleasure to serve on this taskforce. I hope I can be useful and learn something at the same time.”

Pam looked in Henry's direction. His introduction was going to be a little delicate; she wasn't sure everyone in the room was going to be thrilled that she ...

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