Cracking the Sales Management Code

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 management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.”

-John Davis, Vice President, St. Jude Medical


“Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.”

-Bob Kelly, Chairman, The Sales Management Association


“A must-read for managers who want to have a greater impact on sales force performance.”

-James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University


“This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!”

-Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories


About the Book:


There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?


Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:


The five critical processes that drive sales performance

How to choose the right processes for your own team

The three levels of sales metrics you must collect

Which metrics you can “manage” and which ones you can’t

How to prioritize conflicting sales objectives

How to align seller activities with business results

How to use CRM to improve the impact of coaching



As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”


Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sale