Cracking The Sales Management Code | Summary for Sales Managers

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"Cracking the Sales Management Code" by Jason Jordan and Michelle Vazzana is a book that aims to provide practical guidance for sales managers looking to improve their team's performance. The authors argue that traditional sales metrics, such as revenue and number of calls made, do not provide enough insight into what is driving success, and that a more data-driven approach is needed to effectively manage sales teams.

The book outlines a framework for creating a customized sales management system based on a company's specific goals and sales process. The authors suggest that sales managers should focus on defining and tracking key performance indicators (KPIs) that align with their team's unique sales cycle, such as conversion rates, pipeline velocity, and deal size.

In order to effectively manage sales teams, the authors also emphasize the importance of coaching and development. They provide a four-step coaching model for sales managers to use with their teams, which includes observation, feedback, action planning, and follow-up. The book also offers advice on hiring and onboarding new sales reps, as well as strategies for aligning sales and marketing efforts.

Overall, "Cracking the Sales Management Code" offers a data-driven approach to sales management that emphasizes the importance of defining and tracking KPIs, coaching and development, and aligning sales and marketing efforts. The book provides practical guidance for sales managers looking to improve their team's performance, and offers a useful framework for creating a customized sales management system that is tailored to a company's specific goals and sales process.