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
-
The Revenue Acceleration Playbook
Brent Keltner
-
Emotional Intelligence for Sales Success
Colleen Stanley
-
CustomerCentric Selling
Michael T. Bosworth,
John Holland
-
The New Model of Selling
Jerry Acuff,
Jeremy Miner
-
Treasure Hunt
Michael Hinkle
-
Persuasive Business Proposals
Tom Sant