A Better Way to Manage by the Metrics

Jason Jordan, the Author of "Cracking the Sales Management Code," Discusses His Research Into Sales Measurement

Many SellingBrew Playbook subscribers are engaged in an ongoing struggle to make sense of all the metrics and reports being generated in their sales operation. In this informative interview, Jason Jordan helps cut through the confusion around sales performance measurement:

• How implementing CRM systems to capture and report data is just the first step...and what needs to come next.
• Why so many of the metrics we track and report are of little help when it comes to figuring out what to do.
• The key differences between the three main types of sales metrics...which can be managed and which cannot.
• Simple techniques and tactics to help your team identify the sales activities that will actually lead to results.