Free Book Online
Book Sales Audit: The Sales Manager's Playbook for Getting Control of the Selling Cycle and Improving Results

Pdf

Sales Audit: The Sales Manager's Playbook for Getting Control of the Selling Cycle and Improving Results

2.5 (2329)

Log in to rate this item

    Available in PDF - DJVU Format | Sales Audit: The Sales Manager's Playbook for Getting Control of the Selling Cycle and Improving Results.pdf | Language: ENGLISH
    Corey Hutchison(Author)

    Book details


Executives want predictability and improvement in the performance of the business. Top-line predictability is the result of repeatable execution of a documented sales process, examination of the results, and modification of the process to assure future results. Predictability depends on auditing the selling process.Can the sales process be audited? Sales managers argue that selling is an art-form exempt from scrutiny. But to produce predictable results, the sales organization must document and interrogate its processes using 'Sarbanes-Oxley-like' rigor and 'comply' with senior management expectations.This book organizes effective sales management processes into a comprehensive, repeatable system. It distills years of observation, training, and real-world experience into a step-by-step system for auditing a sales process.How do executives view the sales team's skills and effectiveness? Is the company hiring and tracking these skills through a defined sales process? Is the company measuring the sales team on their execution using these skills?This book explores the concept of the Sales Audit and explains how to use it to achieve predictability of results through 'sales process compliance':*Align senior management expectations with those of the sales team.*Interrogate the steps of the current sales process to evaluate its effectiveness.*Measure the sales team's adherence to the process and their results.*Review the performance of the process in terms of predictability of results.*Ensure the continual improvement of the process and its future alignment with organizational results.

Corey Hutchison has held executive management roles in fast-growth companies, achieved financial results through relationships with the Global 1000, and as CEO secured capital investments leading to the company?s solid financial performance. Corey is President of Playbook Training and lives in Southern California.

3.5 (8017)
  • Pdf

*An electronic version of a printed book that can be read on a computer or handheld device designed specifically for this purpose.

Formats for this Ebook

PDF
Required Software Any PDF Reader, Apple Preview
Supported Devices Windows PC/PocketPC, Mac OS, Linux OS, Apple iPhone/iPod Touch.
# of Devices Unlimited
Flowing Text / Pages Pages
Printable? Yes

Book details

  • PDF | 144 pages
  • Corey Hutchison(Author)
  • iUniverse (26 Jan. 2007)
  • English
  • 5
  • Business, Finance & Law

Read online or download a free book: Sales Audit: The Sales Manager's Playbook for Getting Control of the Selling Cycle and Improving Results

 

Review Text


Name:
Email*:
The message text*: