Making the Number: How to Use Sales Benchmarking to Drive Performance

By Aaron Bartels, Mike Drapeau, Greg Alexander

Book Overview

Numbers don't lie: 40 percent of all salespeople miss their targets each year. Given this fact, how can managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not a new concept for finance or manufacturing, but rarely gets applied to sales. Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct.

• Format: Hardcover
• Language: English
• ISBN: 1591842174
• ISBN13: 9781591842170
• Release Date: October 2008
• Publisher: Portfolio
• Length: 302 Pages
• Weight: 1.10 lbs.
• Dimensions: 1.1" x 6.0" x 9.3"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher