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

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Making the Number: How to Use Sales Benchmarking to Drive Performance (Hardcover)

by Greg Alexander (Author)

4.0 out of 5 stars See all reviews (1 customer review)

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This item: Making the Number: How to Use Sales Benchmarking to Drive Performance by Greg Alexander

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Product details

Hardcover: 288 pages
Publisher: PORTFOLIO (27 Nov 2008)
Language English
ISBN-10: 1591842174
ISBN-13: 978-1591842170
Product Dimensions: 23.1 x 15.7 x 2.5 cm

Average Customer Review: 4.0 out of 5 stars See all reviews (1 customer review)

Amazon.co.uk Sales Rank: 502,631 in Books (See Bestsellers in Books)

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Product Description

Numbers don't lie: 40 percent of all salespeople miss their targets each year, so how can sales 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.

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4.0 out of 5 stars Innovative advice on improving sales, 27 April 2009

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER) (REAL NAME)

Forget any fears of math or statistics that may still linger from your days in school. Sales benchmarking is a powerful tool that requires much less math and IT than you might expect. It yields hard numbers that show precisely how well you are competing, what gaps you need to close, how to create more value for your customers and how to improve your sales team's results. Greg Alexander, Aaron Bartels and Mike Drapeau provide a very readable explanation of what kind of tool sales benchmarking is, how to prepare to implement it, how to use it for fun and profit, and how to overcome common implementation difficulties. Although the authors are sales benchmarking consultants, their book does not read like self-promotion. getAbstract finds that they provide solid, helpful information as they explain the practical uses of sales benchmarking.

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