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 performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can "manage" and which ones you can't How to prioritize conflicting sales objectives How to align seller activities with business results How 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.

To refer to the private life of Charles II is to abuse the adjective. His personal life was anything but private. His amorous liaisons were largely conducted in royal palaces surrounded by friends, courtiers and literally hundreds of servants and soldiers. Gossip radiated throughout the kingdom. Charles spent most of his wealth and his intellect on gaining and keeping the company of women, from the lowest sections of society such as the actress Nell Gwyn to the aristocratic Louise de Kerouaille. Some of Charles' women played their part in the affairs of state, colouring the way the nation was run. Don Jordan and Michael Walsh take us inside Charles' palace, where we will meet court favourites, amusing confidants, advisors jockeying for political power, mistresses past and present as well as key figures in his inner circle such as his 'pimpmasters' and his personal pox doctor. The astonishing private life of Charles II reveals much about the man he was and why he lived and ruled as he did. The King's Bed tells the compelling story of a king ruled by his passion.

The forgotten story of the thousands of white Britons who lived and died in bondage in Britain’s American colonies In the seventeenth and eighteenth centuries, more than 300,000 white people were shipped to America as slaves. Urchins were swept up from London’s streets to labor in the tobacco fields, where life expectancy was no more than two years. Brothels were raided to provide “breeders” for Virginia. Hopeful migrants were duped into signing as indentured servants, unaware they would become personal property who could be bought, sold, and even gambled away. Transported convicts were paraded for sale like livestock. Drawing on letters crying for help, diaries, and court and government archives, Don Jordan and Michael Walsh demonstrate that the brutalities usually associated with black slavery alone were perpetrated on whites throughout British rule. The trade ended with American independence, but the British still tried to sell convicts in their former colonies, which prompted one of the most audacious plots in Anglo-American history. This is a saga of exploration and cruelty spanning 170 years that has been submerged under the overwhelming memory of black slavery. White Cargo brings the brutal, uncomfortable story to the surface.

This book explores the ecological concepts and ideas involved in the practice of habitat restoration by taking a theoretical approach that will appeal to ecologists concerned with the structure and dynamics of communities. The contributors examine aspects of this new realization and its implications for both ecology and the practice of habitat restoration. What emerges is the outline of a new paradigm for ecological research and the basis for a stronger relationship between theory and practice in this area.