Reviews

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance: The Secrets to Measuring and Managing Sales Performance by Jason Jordan

jimstockwell's review

4.0

Gave me a new perspective on what we’re even trying to do (in detail)!

akshay's review

4.0

I wish someone had given this book to me several years ago. The authors start with thinking about metrics that can be used to bring more rigor to sales and classify the ~300 most commonly used sales metrics into Results Metrics, Objectives Metrics, and Activities Metrics. They posit that managers/management can only affect Activities Metrics but spend the majority of their time on Results metrics. They outline a framework in which managers can create metrics for each part of the sales process and bring more rigor to their sales process and avoid expensive mistakes. There's a lot in it for sales managers and analysts to learn, and I've started doing things differently even as I read the book. Excited to implement more of what it outlines.