Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan & Jason Jordan & Michelle Vazzana & Michelle Vazzana
Author:Jason Jordan & Jason Jordan & Michelle Vazzana & Michelle Vazzana [Jordan, Jason]
Language: eng
Format: azw3
Publisher: McGraw-Hill Education
Published: 2011-10-13T16:00:00+00:00
Finally, your sales force must execute its designated call patterns according to plan. When call patterns are closely followed, the sales force becomes that nimble strategic weapon that can be confidently redirected as circumstances change. But when call patterns break down, the sales force becomes an unguided brute, hitting its target only by luck or providence. An undisciplined sales force not only makes inefficient use of your sales force’s effort, it can also threaten the achievement of your company’s stated Sales Objectives.
It is worth reiterating that Territory Management is subject to constant refinement. As market dynamics or Sales Objectives change, you should reengineer your territories and redesign your call patterns (see Figure 5.12). Particularly if your company has constantly evolving product and customer priorities, we cannot overstate the importance of keeping Territory Management activities aligned with your Sales Objectives. Otherwise, your sales force may be dutifully executing last year’s strategy.
Download
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.
Hit Refresh by Satya Nadella(8338)
The Compound Effect by Darren Hardy(7559)
Change Your Questions, Change Your Life by Marilee Adams(6641)
Nudge - Improving Decisions about Health, Wealth, and Happiness by Thaler Sunstein(6633)
The Black Swan by Nassim Nicholas Taleb(6192)
Daring Greatly by Brene Brown(5641)
Deep Work by Cal Newport(5465)
Principles: Life and Work by Ray Dalio(5322)
Rich Dad Poor Dad by Robert T. Kiyosaki(5149)
The Myth of the Strong Leader by Archie Brown(4789)
Man-made Catastrophes and Risk Information Concealment by Dmitry Chernov & Didier Sornette(4736)
Big Magic: Creative Living Beyond Fear by Elizabeth Gilbert(4723)
The Slight Edge by Jeff Olson(4722)
Discipline Equals Freedom by Jocko Willink(4635)
Digital Minimalism by Cal Newport;(4542)
The Motivation Myth by Jeff Haden(4527)
Stone's Rules by Roger Stone(4415)
Management Strategies for the Cloud Revolution: How Cloud Computing Is Transforming Business and Why You Can't Afford to Be Left Behind by Charles Babcock(4131)
The Doodle Revolution by Sunni Brown(4043)