Michelle Vazzana – författare

Boost sales results by zeroing in on the metrics that matter most

“Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.”—Arthur Dorfman, National Vice President, SAP

“Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.”—Mike Nathe, Senior Vice President, Essilor Laboratories of America

“The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.”—Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions

“There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.”—John Davis, Vice President, St. Jude Medical

“Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.”—Bob Kelly, Chairman, The Sales Management Association

“A must-read for managers who want to have a greater impact on sales force performance.”—James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University

“This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!”—Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories

About the Book:

There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?

Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:

The five critical processes that drive sales performanceHow to choose the right processes for your own teamThe three levels of sales metrics you must collectWhich metrics you can “manage” and which ones you can’tHow to prioritize conflicting sales objectivesHow to align seller activities with business resultsHow to use CRM to improve the impact of coaching

As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”

Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

Boost sales results by zeroing in on the metrics that matter most

“Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.”—Arthur Dorfman, National Vice President, SAP

“Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.”—Mike Nathe, Senior Vice President, Essilor Laboratories of America

“The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.”—Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions

“There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.”—John Davis, Vice President, St. Jude Medical

“Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.”—Bob Kelly, Chairman, The Sales Management Association

“A must-read for managers who want to have a greater impact on sales force performance.”—James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University

“This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!”—Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories

About the Book:

There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?

Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:

The five critical processes that drive sales performanceHow to choose the right processes for your own teamThe three levels of sales metrics you must collectWhich metrics you can “manage” and which ones you can’tHow to prioritize conflicting sales objectivesHow to align seller activities with business resultsHow to use CRM to improve the impact of coaching

As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”

Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

Make sales coaching a daily priority for top-of-game staff performanceThose who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing:• Provide clear direction for sellers on how to get to quota—for all sales roles• Ensure effective execution by coaching the right things, in the right measure, executed the right way • Assess seller performance and make timely course correctionsIt’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to—results follow. It’s that simple. Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry. 

Make sales coaching a daily priority for top-of-game staff performanceThose who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing:•Provide clear direction for sellers on how to get to quota—for all sales roles•Ensure effective execution by coaching the right things, in the right measure, executed the right way •Assess seller performance and make timely course correctionsIt’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to—results follow. It’s that simple. Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.

Develop the mental agility and razor-sharp decision making of today’s most successful salespeople

The world of sales has become less predictable and more competitive in recent years. Buying decisions are more complex, differentiation between suppliers is difficult to discern, and high-quality information is readily available. The salespeople who excel are agile―choosing a path based on the buying situations they face and continually re-assessing those choices.

In The Sales Agility Code, leaders at industry-leading sales training and development firm VantagePoint Performance help you learn and replicate what the highest-performing salespeople do to succeed in an unpredictable and ever-changing market. This groundbreaking, research-driven guide teaches you how to:

Shift to a buyer-focus perspective and assess customer situations from multiple perspectivesMake sense of buyers’ situations by considering and weighing all available data and your own insightsChoose a sales approach that aligns with the customer situation with your prioritized sales objectiveExecute a variety of sales tactics that will move the sales opportunity forwardMake in-the-moment adjustments as the buyer’s situation evolves

With The Sales Agility Code, you have everything you need to understand the buyer, the buying situation, and the buyer’s needs so you can consciously choose the best approach for each stage in each deal―which will invariably result in more sales.