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.

From the Foreword by

Neil Rackham

 

Cracking the Sales Management Code is one of the most important resources available on effective sales management. Jason’s clear, credible, and reasoned insights provide a compelling blueprint for sales force improvement, and should be required reading for every sales leader.

 Bob Kelly

Chairman

The Sales Management Association

 

 

This book offers a solution to close the gap between the Sales Process and Business Results. It shows a new way to think critically about the strategies and tactics necessary to move the sales team from good to great! Just reading the book will challenge the reader to consider whether or not they've allowed unrealized sales potential to exist within their organization.

 

Anita Abjornson

Senior Manager - Sales Management Effectiveness

Abbott Laboratories

 

 

Sales management too often equates measuring sales performance with managing it. This book cleverly pulls the two apart and illustrates how to manage the activities that lead to desired outcomes. The result is a must-read for managers who want to focus their attention so as to have a greater impact on sales force performance."

James Lattin

Robert A. Magowan Professor of Marketing

Graduate School of Business, Stanford University

 

 

Are your best players becoming your best coaches? In today’s sales organizations, too often not. This book gives actionable advice in helping shift your focus from the outcomes to the inputs that will drive success. If you are desirous of different results and courageous enough to change your behavior, the authors give empirical evidence to help you on your journey. Read this book, energize your team, and enjoy the results!

David Gau

President

Gates Corporation

 

 

When it comes to Sales, it's easy to focus on results......But winning is never an accident. This book gives sales leadership a methodology for delivering winning results! It takes the ambiguity out of managing a sales force and provides a meaningful, realistic discipline for leading a sales team.

Thomas J. Weisenbach

Executive Vice-President Sales and Marketing - Retired

xpedx ( a Division of International Paper )

 

 

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

 

 

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.

It works! Cracking the Sales Management Code lays out a clear path for new sales managers to follow and for experienced managers to package their wisdom into re-usable nuggets. The Authors engagingly describe how their research unfolded, revealing a piece of the code at each step and leaving us with a treasure map to use again and again. Good stuff – good reading!

 

Joe Amlin

Sales Training Manager

Schlumberger

 

 

I have been asked many times by companies that use ISO management systems, why there isn’t a global management system for the sales management function.   Cracking the Sales Management Code now provides the methodology for any sales organization to implement a sales management system to help better manage and drive continual improvement in their sales results.  

 

Barry Timmins  

Director of Sales with Global ISO Management System Certification Company