Making the Number

Making the Number

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The essential tool kit to achieve breakthrough sales performance improvements. Numbers dona€™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 youa€™re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.How to Use Sales Benchmarking to Drive Performance Greg Alexander, Aaron Bartels, Mike Drapeau ... share Market share gain Marketing to sales lead follow- up compliance New business sales ratio New customer gain New customer sales anbsp;...

Title:Making the Number
Author:Greg Alexander, Aaron Bartels, Mike Drapeau
Publisher:Penguin - 2008-10-16


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