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Making the Number: How to Use Sales Benchmarking to Drive Performance

Greg Alexander

Nearly 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? "Making the Number" teaches executives to embrace data-driven decision making and rely less on gut instinct.

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Book Information

Publisher: Portfolio
Publish Date: 10/31/2008
Pages: 302
ISBN-13: 9781591842170
ISBN-10: 1591842174
Language: English

What We're Saying

December 05, 2008

The books on our 2008 shortlist for the Sales Category are: The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite by Michael Port and Elizabeth Marshall (Wiley, August 2008) Elizabeth and Michael show readers that times are changing in business, and that customers are being driven away by typical sales tactics. Filled with real life stories about companies and what works and what doesn't, The Contrarian Effect not only shows how the sales process is broken, but how to successfully build something to replace it. Making the Number: How to Use Sales Benchmarking to Drive Performance by Greg Alexander, Aaron Bartels,and Mike Drapeau (Portfolio, November 2008) Showing how to use data-driven methods to make decisions, the authors introduce metrics to determine the sales process and identify potential growth without relying on pure instinct. READ FULL DESCRIPTION

Full Description

This title provides advice and information to better sales performance. It takes readers through a five-step methodology for sales benchmarking showing how to select metrics, gather, compute and compare internal and external data and then put it to use. It also includes case studies of sales benchmarking in action.

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