OpenCourser
Learn skills that shape your future
Visit OpenCourser.com
The essential tool kit to achieve breakthrough sales performance improvements.
Numbers don’t 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 Number will 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 Number includes 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.
Save
Protected by Amazon A-to-z Guarantee & generous return policies
Every book purchase is protected by the Amazon A-to-z Guarantee. This guarantee covers both the condition of your book and its timely delivery, providing full buyer protection whether you purchase directly from Amazon or from third-party marketplace sellers.
Generous 30-day return policy on physical books. Amazon makes returns effortless with self-service return labels, drop-off at thousands of local locations (Kohl's, Whole Foods, UPS Stores), and free return shipping on eligible book purchases.
Maximize your savings with competitive pricing, deep discounts on new and used marketplace copies, bundled textbook rentals, and exclusive member savings through Amazon Prime with free fast delivery.
Read your way across versatile digital and physical formats: instant delivery via Kindle eBooks, unlimited reading with a Kindle Unlimited subscription, audiobook listening with Audible (often featuring a 30-day free trial), or traditional paperback and hardcover editions.
OpenCourser helps millions of learners each year. People visit us to learn workspace skills, ace their exams, and nurture their curiosity.
Our extensive catalog contains over 50,000 courses and twice as many books. Browse by search, by topic, or even by career interests. We'll match you to the right resources quickly.
Find this site helpful? Tell a friend about us.
We're supported by our community of learners. When you purchase or subscribe to courses and programs or purchase books, we may earn a commission from our partners.
Your purchases help us maintain our catalog and keep our servers humming without ads.
Thank you for supporting OpenCourser.
