This copy shows very minor wear. Free State Books. Never settle for less.
From the Publisher
The essential tool kit to achieve breakthrough sales performance
Numbers don't lie: 40 percent of all salespeople miss their
targets each year. How can sales managers ensure their teams are
doing everything possible? The key lies in benchmarking, which is
not new for finance or manufacturing but rarely gets applied to
sales. Making the Number will teach executives to embrace
data-driven decision making and rely less on gut instinct.
Comparing a sales force to those of relevant peers leads to many
opportunities to improve performance. The authors take readers
through their five-step methodology for sales benchmarking, showing
how to select metrics; gather, compute, and compare internal and
external data; and then actually use the data.
Making the Number includes case studies of sales benchmarking in
action. For example, find out how Discover Financial Services plays
David to the Goliaths of MasterCard and Visa.
Whether you're a sales rep, a manager, or a CEO, this book will
show you a better way to make your number.