Unlock this Executive Book Summary® now for FREE!
Already a Summary.com member? Sign in.
Making the Number
How to Use Sales Benchmarking to Drive Performance
About the Summary
Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. Making the Number will show you and your sales team how to crush the competition. The authors take readers through their five-step methodology, showing how to select metrics; gather, compute, and compare external and internal data; and then actually use the data. Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.
More Summaries
-
Powerful Proposals
David G. Pugh,
Terry R. Bacon
-
Selling the Price Increase
Jeb Blount
-
Bag the Elephant!
Steve Kaplan
-
Slow Down, Sell Faster!
Kevin Davis
-
Selling from the Heart
Larry Levine
-
Crushing Quota
Jason Jordan,
Michelle Vazzana