Download or read book Cracking the Sales Management Code The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

Download or read book Handbook of Research on Pathways and Opportunities Into the Business of Esports written by Andrews, Sharon and published by IGI Global. This book was released on 2021-06-25 with total page 473 pages. Available in PDF, EPUB and Kindle. Book excerpt: Esports have attracted considerable attention over the past few years and become an industry that is projected to continue to increase rapidly. Intersecting with the esports industry are organizations and businesses that develop and support the esports game experience. Included is the entrepreneurial spirit of gamers, who are interested in creating their own career paths through capturing and posting gaming microassists on different public venues that are driven by advertising dollars, invitational competition monetary winnings, and other forms of marketing their expertise for financial gain. All these organizations and industries form satellites of career opportunities as well as opportunities for research and enhanced forward-leaning study. Such career opportunities can be explicitly addressed within the structure of university degree and micro-credential certificate programs, some of which have begun to offer esports-directed degrees, but most of which have not yet moved from esports clubs into a recognition of the business and industry monetization of esports. The Handbook of Research on Pathways and Opportunities Into the Business of Esports addresses the intersection of esports gaming and the business and industry of esports, rather than an exploration of the video games themselves. It is the supporting and intersecting industry driven by esports and the vast opportunities this brings that are the foci of this book. Covering topics including digital learning, esport marketing curriculum, and gaming culture, this text is essential for business professionals, industry analysts, entrepreneurs, managers, coaches, marketers, advertisers, brand managers, university and college administrators, faculty and researchers, students, professors, and academicians.

Download or read book Scrum for Sales written by Michael J. Scherm and published by Springer Nature. This book was released on 2021-10-30 with total page 269 pages. Available in PDF, EPUB and Kindle. Book excerpt: Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework “Scrum” should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.

Download or read book By the Numbers written by Gary J. Naples and published by SAE International. This book was released on 2024-10-28 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: In By the Numbers, industry expert Gary J. Naples offers a comprehensive guide to navigating the complexities of modern parts department management. Designed for both new and experienced professionals, this book provides a solid foundation in essential business and personnel management techniques. Understanding that effective parts management requires more than just product knowledge, the author explores the broader aspects of the role, including: • Business acumen: Develop the financial and operational skills needed to succeed. • Inventory management: Optimize stock levels and reduce costs. • Team leadership: Build and motivate a high-performing team. • Customer service: Deliver exceptional service to enhance customer satisfaction. Featuring a new self-assessment tool, Inventory Effectiveness Quotient (IEQ), this book empowers parts managers to measure and benchmark their department's performance. With clear explanations, practical examples, and real-world case studies, By the Numbers equips readers with the tools and knowledge to excel in today's dynamic automotive industry. (ISBN: 9781468608304 ISBN: 9781468608311 ISBN: 9781468608328 https://doi.org/10.4271/9781468608311)

Download or read book Business Torts A Fifty State Guide 2020 Edition IL written by Daller, Daller and published by Wolters Kluwer. This book was released on 2019-12-16 with total page 1218 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is a great wealth of diversity in the business tort laws of all fifty states and the District of Columbia. The new 2020 Edition of Business Torts: A Fifty-State Guide helps you quickly assess the merits and pitfalls of litigation in any given jurisdiction allowing you to make the best decisions for your clients. In addition to the very significant differences in the statutes of limitation, other significant differences include: Some states have not recognized a cause of action for negligent interference with an economic advantage. Negligent misrepresentation in one state is limited to claims against persons in the business of supplying information to others. One state recognizes a cause of action for "strict responsibility misrepresentation." Another state recognizes claims of "prima facie tort" for wrongs that do not fit into traditional tort categories. And these are only a few examples of the more significant differences. Previous Edtion: Business Torts: A Fifty State Guide, 2019 Edition, ISBN 9781454899600

Download or read book Selling Sales Management written by Lisa Spiller and published by SAGE. This book was released on 2021-09-01 with total page 423 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field. Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors. Suitable for courses on selling and sales management at all college and university levels.

Download or read book Communicating Nutrition written by Barbara Mayfield and published by . This book was released on 2020-01-16 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Virtual Events Management written by Tim Brown and published by Goodfellow Publishers Ltd. This book was released on 2023-08-30 with total page 173 pages. Available in PDF, EPUB and Kindle. Book excerpt: The COVID-19 pandemic and resulting lockdowns has seen a boom in the occurrence of virtual events. Virtual Events Management is a unique text as it looks at events from both a live event, virtual event and hybrid perspective.

Download or read book Subject Oriented Business Process Management Models for Designing Digital Transformations written by Matthes Elstermann and published by Springer Nature. This book was released on with total page 339 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Business and Management Consulting written by Louise Wickham and published by Pearson UK. This book was released on 2020 with total page 481 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Great Pajama Jobs written by Kerry E. Hannon and published by John Wiley & Sons. This book was released on 2020-07-27 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Find out how to secure and thrive in a work-from-home or remote-access job. Get out of your work clothes and into pajamas for good! Did you fall in love with working from home during the months of coronavirus restrictions? Is working in your pajamas appealing? Do you want to earn some income on the side? In 2020, the workplace has been transformed and working from home has exploded. It may, in fact, be the new reality of working for many of us, some full-time, some as a hybrid work scenario. With some information and expert guidance, you can transform your workday, take control of your time, and explore exciting new opportunities. Great Pajama Jobs: Your Complete Guide to Working from Home is your playbook. Until recently, you may have gone to an office that was uninspiring or chaotic, or spent a large part of your busy day responding to emails and working on computer–tasks that could easily be accomplished from home. You may have spent hours commuting each day. Then too, you may be a military spouse in search of an ideal remote job to take with you to a new base, or you may need to manage your personal health issues or caregiving duties. Or you may simply want to inch a little closer to a more favorable work-life balance. The truth is you may need the autonomy and flexibility of working remotely for a myriad of reasons. Great Pajama Jobs is your ultimate guide to finding a job where you can work remotely and advance your career while working in pajamas (or certainly something more comfortable than traditional work garb). Learn the nuts and bolts of how to land a remote-access job you love that will allow you to thrive in your career or bring in extra income in retirement Discover up-to-date resources for finding a solid work from home job for professionals Read insightful interviews with professionals who have already made the move successfully Learn more about leading companies recognized for providing remote employment opportunities Explore great remote jobs in a variety of fields There’s something here for everyone, a job-hunter’s smorgasbord. No, this is not the master list of every job under the sun, but you’ll discover plenty of ideas to spur your imagination about how you can make the most of your talents to create work that, well, works for you. Each job description follows this format: the nitty-gritty, pay range, and qualifications needed, with a smattering of job-hunting tips tossed in. In “Kerry’s Great Pajama Jobs Workshop,” you’ll reap the benefits of professional advice and strategies with information to help you land that work-from-home job, including a resume revamp, the best online job boards for home-based positions, tips on time management and organizing a productive home office, tax advice, and help with saving for retirement when you're on your own. Working from home is here, and it’s real. This year’s work-from-home mandates for many workers around the world, due to the coronavirus, has pushed many employers to embrace and trust remote work. Technology has already boosted the phenomenal growth of home-based employment in recent years and continues to do so. Remote jobs are popular for a good reason. They save you commute time and allow you to focus on completing your work productively and successfully, and they typically provide employers significant cost savings as well. You have the flexibility to choose career opportunities that do not require you to commit long hours inside an office environment. Experience all that a more flexible position can offer when you look to the guidance found in this remote employment roadmap. If you land home office work, comfortable work clothing or even PJs may be your wardrobe of the future. Great Pajama Jobs will help you get on track to finding the best remote job for you.

Download or read book The WorldatWork Handbook of Total Rewards written by WorldatWork and published by John Wiley & Sons. This book was released on 2021-01-21 with total page 421 pages. Available in PDF, EPUB and Kindle. Book excerpt: Equip yourself to manage, motivate, compensate, and reward everyone in this workplace revolution The future of work is here. From the shift to Millennials and Gen Z in the workforce to the advent of the Fourth Industrial Revolution and the Gig Economy, the world of work and rewards has significantly changed since the initial WorldatWork Handbook was published. Human resources and total rewards professionals need tools to equip them to manage a changing workforce. This completely revised second edition addresses the challenging and disruptive issues facing employers today and tomorrow. The WorldatWork Handbook of Total Rewards is the definitive authority on compensation and rewards from the leading global nonprofit organizations for professionals who are engaged in the critically important practice of total rewards. This book is a go-to resource for all business professionals and leaders who reward and create productive, committed and inspired workforces worldwide. Readers will learn the basics of rewards, along with a deep dive and high-level view of how rewards programs enable organizations to deliver on their brand promises and perform at their optimal level. Gain a thorough understanding of compensation and benefits, along with employee well-being, development, and recognition, all updated to address the realities of today’s workplace. Understand why the Millennial and Gen Z workforce requires a different value proposition, and how to meet their needs. Discover the tools and techniques you need to help you reskill and become a highly valued workforce contributor and leader in the digital era. Learn how to attract, retain, and engage talent by building a healthy workplace culture and employing unique incentives that drive high performance and loyalty. Technical enough for specialists but broad in scope for managers and HR generalists, this well-rounded resource belongs on the desk of anyone interested in organizational effectiveness. An indispensable tool for understanding and implementing the total rewards concept, The WorldatWork Handbook of Total Rewards, Second Edition is the key to designing programs and practices that ensure employee engagement and organizational success.

Download or read book Early Stage Valuation written by Antonella Puca and published by John Wiley & Sons. This book was released on 2020-06-30 with total page 389 pages. Available in PDF, EPUB and Kindle. Book excerpt: Addresses significant developments in the valuation of early stage enterprises at fair value with emphasis on practical applications—features a broad selection of case studies of early stage valuation Early Stage Valuation: A Fair Value Perspective provides a comprehensive review of the current methodologies used to value Early Stage Enterprises (ESEs) at fair value for financial reporting, investment, and mergers and acquisitions. Author Antonella Puca, Senior Director with Alvarez & Marsal Valuation Services in New York, provides accurate, up-to-date information on recent guidelines and new approaches for valuation assessments. This authoritative guide examines how to apply market analysis, discounted cash flows models, statistical techniques such as option pricing models (OPM) and Monte Carlo simulation, the venture capital method and non-GAAP metrics to ESE valuation. The text considers the most recent AICPA, Appraisal Foundation and IPEV guidance, and examines developments in both academic research and venture capital investor practice. Numerous real-world case studies illustrate early stage valuation suitable for structuring sound, internally consistent business transactions. Covering current trends and the latest regulatory guidance in the area, this book: Provides step-by-step guidance on practical valuation applications Reflects current standards for ESE valuation, including the AICPA Guide to the Valuation of Portfolio Company Investments, the IPEV guidelines and guidance from the Appraisal Foundation Covers new approaches to the valuation of ESEs with option pricing models, Monte Carlo Simulation, calibration and non-GAAP metrics Offers an overview of start-up valuation Discusses how intangible assets are impacting the valuation of ESEs The book also includes contributions from Neil Beaton, Andreas Dal Santo, Alexander Davie, John Jackman and Mark Zyla. Early Stage Valuation: A Fair Value Perspective is an essential resource for valuation specialists, private equity and venture capital fund managers, analysts, attorneys, investment bankers, regulators and auditors, and investors with interest in the private equity and venture capital industry.

Download or read book The Definitive Guide to Blockchain for Accounting and Business written by Saurav K. Dutta and published by Emerald Group Publishing. This book was released on 2020-09-30 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Blockchain is a disruptive technology potentially impacting how economic transactions are recorded, stored, and verified. Despite such ramifications, there is a lack of literature discussing this from the accountant’s perspective. Through real-world cases this book distils an abstract technology to relatable experiences for business professionals.

Download or read book Exploring Business Ecosystems and Innovation Capacity Building in Global Economics written by Joshi, Mihir and published by IGI Global. This book was released on 2023-04-11 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: All nations must become self-reliant and as such need to analyze the concept and terminologies associated with business ecosystems and social innovation ecosystems. Further study on the challenges and opportunities is required to ensure countries remain stable and continue to develop. Exploring Business Ecosystems and Innovation Capacity Building in Global Economics explores the application of different theories and frameworks that contribute to the business ecosystem through empirical and conceptual research. The book also states the issues and challenges that occurred in society during the pandemic and considers the development of virtual business environments. Covering topics such as social exchange, value creation, and business practices, this reference work is ideal for economists, policymakers, business owners, managers, entrepreneurs, industry professionals, researchers, scholars, practitioners, academicians, instructors, and students.

Download or read book Salesforce for Beginners written by Sharif Shaalan and published by Packt Publishing Ltd. This book was released on 2020-05-29 with total page 457 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get a 360-degree view of the Salesforce platform and learn how to use it for sales, service, marketing, and automating business processes. Key FeaturesUnderstand how to use core Salesforce objects for maximum efficiencyBuild various dashboards and reports to analyze results and improve visibility in your business processesLearn the basics of Salesforce administration and mobile app set upBook Description Salesforce is the world's leading Customer Relationship Management (CRM) software, helping businesses connect with their constituents and partners. This book will give you a comprehensive introduction to managing sales, marketing, customer relationships, and overall administration for your organization. You'll learn how to configure and use Salesforce for maximum efficiency and return on investment. You'll start by learning how to create activities, manage leads, and develop your prospects and sales pipeline using opportunities and accounts, and then understand how you can enhance marketing activities using campaigns. Packed with real-world business use cases, this Salesforce book will show you how to analyze your business information accurately to make productive decisions. As you advance, you'll get to grips with building various reports and dashboards in Salesforce to derive valuable business insights. Finally, you'll explore tools such as process builder, approval processes, and assignment rules to achieve business process automation and set out on the path to becoming a successful Salesforce Administrator. By the end of the book, you'll have learned how to use Salesforce effectively to achieve your business goals. What you will learnUnderstand the difference between Salesforce Lightning and Salesforce ClassicCreate and manage leads in SalesforceExplore business development with accounts and contacts in SalesforceFind out how stages and sales processes help you manage your opportunity pipelineAchieve marketing goals using Salesforce campaignsPerform business analysis using reports and dashboardsGain a high-level overview of the items in the administration sectionGrasp the different aspects needed to build an effective and flexible Salesforce security modelWho this book is for If you're new to Salesforce and want to learn it from scratch, this book is for you. No prior knowledge of Salesforce is required to get started with this book.

Download or read book Founding Sales written by Peter R Kazanjy and published by . This book was released on 2020-08-04 with total page 428 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is specifically targeted for founders who find themselves at the point where they need to transition into a selling role. Specifically founders who are leading organizations that have a B2B, direct sales model that involves sales professionals engaging in verbal, commercial conversations with buyers. Moreover, many examples in this book will be targeted specifically to the realm of B2B SAAS software, and specifically as regards new, potentially innovative or disruptive offerings that are being brought to market for the first time. In short, direct sales of the sort a B2B SAAS software startup would engage in. With that said, if you are looking to be a first time salesperson, transitioning in from another type of role, or fresh out of school, in an organization that meets those characteristics above, you will get value out of this book. Similarly, if you are a first time sales manager, either of the founder type, or a sales individual contributor who is transitioning into that role, again, in an organization who meets the criteria above, you will also get value from this book.