Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

WANT TO KNOW WHAT TRIGGERS THE YES OR TRIPWIRES THE NO IN THE SALES PROCESS? START HERE! Why your prospects buy is exponentially more important than How you sell. Companies spend thousands of hours and millions of dollars annually teaching their people how to sell, instead of investing in answering the only question that ever matters to the bottom line: Why they buy? Cheri Tree discovered that answer when she decided to apply psychology to buyology. Now she s ready to share with readers the four basic personality types: B.A.N.K.TM Blueprint, Action, Nurturing, Knowledge. Most salespeople attempt to sell based on their own personality type precisely why 66 percent of customers are turned off by sales presentations. However, when you decipher your prospects B.A.N.K. codes, you will be far more likely to get the Yes! and close the sale. Why They Buy will teach you how to: Crack others personality codes in less than 90 seconds Connect quickly and on a deeper level with your prospects Comm

Everyone is born curious. So, what happens? Why do some people become less curious than others? For individuals, leaders, and companies to be successful, they must determine the things that hold curiosity hostage. Think of the most innovative companies and you will notice they employ people who do not accept the status quo, they aren’t reluctant to change, they evolve with the times, they look for problems to solve, and focus on asking questions. Drawing on decades research and incorporating interviews from some of the top leaders of our time, Hamilton examines the factors that impact curiosity including fear, assumptions, technology, and environment (FATE). Through her ground-breaking research, she has created the Curiosity Code Index (CCI) assessment to determine how these factors have impacted curiosity and to provide an action plan to transform individuals and organizations to help improve areas impacted by curiosity, including innovation, engagement, creativity, and productivity. “I have no special talents. I am only passionately curious” – Albert Einstein

The market of direct sales and network marketing can be an intimidating and exciting venture. Readers are taking the steps necessary to become their own boss and the director of their businesses and financial future. Cracking the Producer's Code will assist readers in breaking down the necessary steps to help them create a successful and thriving business. People can over complicate a process that is in actuality very simple and basic. It is important to have the basic fundamentals in check before people will be able to spread out and continue expansion. This book will assist readers with creating their own personal why and goal sets, allowing them to connect with the original purpose that brought them to the direct sales and network market in the first place. After that they'll see the process of finding potential prospects, how to connect with them and share their stories, get them to company events, and eventually ask them for the close. \nThis is an accumulation of all of the information that the author has learned over the years, and is now sharing.

Sales development is one of the fastest growing careers in the United States. It is fast-paced, often on the leading edge of technology, and people in the role have the possibility of making a ton of money! Unlike accounting, medicine, or law, most salespeople do not study their profession in college. Instead, they are tossed into the fray without much training, context, or support, and are left to sink or swim. This method proves neither efficient nor effective for the individual or the company. Sales Development is written specifically for the job seeker or individual contributor who has aspirations of success in a sales development role, and beyond. This is your personal guidebook to the how, why, and what-to-do's of the sales development profession. Written practically and tactically, this book shows you how to get the job, how to perform, and how to position yourself for advancement. Based upon ten years of teaching sales development representatives in the fastest-growing companies in the United States, this book will launch you on your path to becoming a rock star.

Lays out a complete guide to your Linkedin presence starting with secrets to enhance your profile and continuing through to the best ways to meed the decision makers in your market-- for everyone looking for an extra edge in business.

CRACKING THE HUMAN CODE: BOOK DESCRIPTIONGaining the trust of people can be tricky. The reason is that, for every living being, there is a code to gain entrance to their heart and mind. It is necessary to connect and decode individuals using this unique code to unlock their personality. The methods and the strategies used to capture their information are very different from others. In this book, Cracking the Human Code, we're going to take you on a journey to better interpret people by looking at a variety of clues that can help you decipher what people think. You're going to be able to better understand people, the motives behind their actions, and how to get along well with them.In addition, the key to success in this world is communication, and in order to be good at communicator, you need to have good comprehension. In this book, we will make you more confident in understanding people by looking at a range of theories that will help you decode what they are really saying. You'll be able to see people in a different light, the reasons behind their behavior, and how to get along with them.The ideas that will be discussed in this book apply to every sort of relationship, so we'll start by discussing the people you've most familiar with. As you know more about body language, you're going to navigate your way into various interactions and how to interpret implicit signals that people give off.By the conclusion of this book, you'll be able to evaluate others by their preferences, behaviors, and appearance but mostly by intense observation.

"n today's fast-changing, hyper-competitive market, developing your ability to creatively solve problems is mission critical. Creativity fuels growth, serves clients, and contributes to mission-based pursuits. Across every industry, organizations have an insatiable appetite to find creative problem-solvers who can crack the code to unlock innovative outcomes and drive measurable results.The good news is that creative problem-solving is a skill set that can be developed and harnessed. It's accessible to all of us. In Crack the Code, Kaiser Yang explores the four key mindsets shared by the most successful creative problem-solvers in the world and provides eight proven tactics they use to solve complex problems and seize new opportunities.Using a careful analysis of the biggest challenges facing the world today and extensive research into the minds making a difference, Crack the Code is a practical guide to help you overcome barriers to innovative thinking and unlock your capacity to creatively solve problems in new and refreshing ways.

With The Man Code, Bachelor Pad winner and Bachelorette fan favorite David Good empowers women by helping them decipher the unspoken rules that govern masculinity. In his book, Good explains the difference between a Man Code man and a bad boy. He reveals what men like him value, and lists the stumbling blocks they most often experience on the road to love. He also details why he feels the Man Code is a precious set of values increasingly absent from our society. Manliness, he writes, is at a crossroads in our culture.

No one should struggle in sales after reading Cracking the Sales Code. This master plan shares a simple, yet powerful formula that will help you reach an elite level of performance. To maximize your sales potential, just get three things right: mindset, skillset, and toolset. Get ready to embark on an exciting journey that will put you on the road to success. Hassan is an Emirati sales leader, consultant, and Vice President of SMB Sales at Etisalat UAE. With a proven track record of more than twenty-five years in helping to transform sales cultures and contributing greatly to the sales community as a coach, he is dubbed an expert in establishing high-performing teams and is widely known for sales performance turnaround.