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