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Pros & Cons
Pros
It makes sense to work backward from business results through obectives to activities that can be executed and measured. The authors tell us that we must not forget to determine the objectives (the how are we going to get the results, as for example m... Read More
Jordan offers a structure to align business result (endgame) with sales goals. At the bottom of the stack are actionable metrics that leadership can control. The authors take us through three categories of metrics; results, objective and activities.
How often do sales managers receive practical training and reinforcement on how to be a great sales manager? What training exists to help new sales managers read and diagnose organizational reporting, to understand what activity or skills gaps might e... Read More
Cons
The primary points could have been reduced to a pamphlet. It could be condensed to 50 pages. The examples and anecdotes that flesh out the balance of the 272 pages aren't particularly colorful, sticky, realistic, or enlightening.
This is the most disappointing sales management book i have ever read. The author painfully repeats his simplistic sales management jargon. It lacks the concrete examples and case studies that i would expect from a sales coaching book. It also reduces... Read More
This may have been a great book in outline -- it's honestly tough to say -- but it is a real chore to read. The lesson here is hammered home redundantly.
Highlights
Quality
Jordan offers a structure to align business result endgame with sales goals along with the right management metrics and methodo... Read More
Most often its great sales results with the very best sales reps being promoted into roles for which they dont have the competencies
So sales management as opposed to leadership needs to know how to do their jobs what to measure how to coach and how to align ... Read More
Sales does required natural talent and people with the right gifts but science is what ensure them to generate consistent results
Price
Sfe is not crm or carrotstick management
Shipping
Jordon humorously notes that data has become the fast food of managers and that visibility to an action doesnt mean control over it
Competitiveness
The book gives many great real life examples that are able to put the information into easliy understandable sections
It provides a good framework for metrics and a howto model to achieve your goals
The authors conducted extensive research evaluating the hundreds of metrics used in the real world
Covering key topics that really affects sales organizationlinking sales objectives to key outcomesmanaging sales teams effectiv... Read More
Overview
- How are reviewers describing this item?
great, most, many, new and good. - Our engine has profiled the reviewer patterns and has determined that there is minimal deception involved.
- Our engine has determined that the review content quality is high and informative.
- Our engine has discovered that over 90% high quality reviews are present.
- This product had a total of 389 reviews as of our last analysis date on Jun 29 2022.
Helpful InsightsBETA
Posted by a reviewer on Amazon
I also see how important enablement function is and perhaps in later books this would be a focal point of discussion as it was touched ever so slightly here
Posted by a reviewer on Amazon
The author was straightforward with the information adding on piece by piece every chapter
Posted by a reviewer on Amazon
The only thing i really found wrong with this book was the fact that it was repetitive
Posted by a reviewer on Amazon
Though this can be a problem for others who do not like this style of writing
Posted by a reviewer on Amazon
Would have liked to see something on collaboration issues
Posted by a reviewer on Amazon
Frankly i wish i had written it
Posted by a reviewer on Amazon
I could cite endless examples why and will share a few but the primary reason is the message they deliver about the underdeveloped yet critical sales function underdeveloped is my term meaning that the management model and business practices havent evolved and matured to the degree that other disciplines have and the largely overlooked and mismanaged role of frontline sales manager
Posted by a reviewer on Amazon
In the book one of the headings says it very plainly
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