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9781591842170

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

by ; ;
  • ISBN13:

    9781591842170

  • ISBN10:

    1591842174

  • Format: Hardcover
  • Copyright: 2008-10-16
  • Publisher: Portfolio Hardcover

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Summary

The essential tool kit to achieve breakthrough sales performance improvements. Numbers don’t lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not new for finance or manufacturing but rarely gets applied to sales. Making the Numberwill teach executives to embrace data-driven decision making and rely less on gut instinct. Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. The authors take readers through their five-step methodology for sales benchmarking, showing how to select metrics; gather, compute, and compare internal and external data; and then actually use the data. Making the Numberincludes case studies of sales benchmarking in action. For example, find out how Discover Financial Services plays David to the Goliaths of MasterCard and Visa. Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.

Author Biography

Greg Alexander, coauthor of Topgrading for Sales, is the cofounder and CEO of Sales Benchmark Index. He is also president of the Atlanta chapter of Sales & Marketing Executives International and was named Sales and Marketing magazine-'s 2004 sales manager of the year.

Aaron Bartels and Mike Drapeau are cofounders and Executive Vice Presidents of Sales Benchmark Index.

Table of Contents

Forewordp. xi
Tips for Reading This Bookp. xiii
The Time has Come for Sales Benchmarking
Introductionp. 3
Sources of Competitive Advantagep. 10
Customer Experiencep. 18
Are Our Sales Forces Ready?p. 25
What's in it for the Executives?p. 36
What's in It for the Sales Professional?p. 54
What is Business Benchmarking?p. 63
First Glimpse into Sales Benchmarkingp. 73
Diving Deeper into Sales Benchmarking
What Sales Benchmarking is Notp. 83
Process Sales Benchmarkingp. 94
Strategic Sales Benchmarkingp. 108
Benchmarking and Best Practicesp. 115
The Importance of Being World-Classp. 124
The Self-Aware Sales Forcep. 133
Getting It Done-Five Steps to Effective Sales Benchmarking
Metric Identification (Step 1)p. 145
Data Collection (Step 2)p. 152
Compare and Contrast (Step 3)p. 161
Focused Action (Step 4)p. 178
Sustained Improvement (Step 5)p. 189
Call to Action
Overcoming Objections to Sales Benchmarkingp. 201
Overcoming Implementation Obstacles to Sales Benchmarkingp. 216
Conclusionp. 227
Epilogue: The Path Forwardp. 232
Case Studies
Netsuite Inc.p. 243
Discover Financial Servicesp. 249
Franklincoveyp. 254
Covad Communications Groupp. 258
Smart Modular Technologiesp. 263
Acknowledgmentsp. 269
Appendixes
Bonus Materialp. 275
Sales-Benchmarking Repositoryp. 277
About Sales Benchmark Indexp. 280
Notesp. 283
Indexp. 293
Table of Contents provided by Ingram. All Rights Reserved.

Supplemental Materials

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