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Measuring Sales Performance
(August 20, 2012) Measuring Sales Performance and the Sales Quality Revolution
Sales leaders and business executives looking to transform their sales organizations will want to read the latest chapters of “The End of Sales As We Know It”. This important new publication is being released in a series of special reports co-authored by sales research pioneer Howard Stevens, Chairman of Chally Group Worldwide, and business writer/blogger Geoffrey James.
The book examines how the evolution of the Internet has transformed the buying and selling process, and helps sales organizations and professionals understand the new requirements for success. Chapter 4, entitled Measuring Sales Performance, describes how technology, and the consequent metrics, has changed three important areas of sales management: sales process, sales training, and sales forecasting. In Chapter 5, The Sales Quality Revolution, a new kind of metric using empirical research data to predict performance is explained, as well as how these metrics are applied in order to improve the effectiveness of sales management.
“The End of Sales As We Know It” is based on twenty years of Chally research across 80,000 B2B customers and 7,300 sales forces. It covers a variety of topics including Selling in the Internet Age, Sales & Academia, Sales and the TQM Revolution, and the Science of Sales Training.
Book chapters are being released as special reports as they are completed. Chapters 1-5 are now available as free downloads online. The entire book will be available in late 2012.
Howard Stevens is the author of several books on sales and management, including Achieve Sales Excellence; Selling the Wheel; and The Quadrant Solution, all of which have been published in multiple languages. He has written many articles about sales and leadership, and is a sought-after speaker and commentator, with appearances on CNN, Bloomberg USA, National Public Radio, Radio Free America and other business-based programs to his credit.
Geoffrey James has written hundreds of features, articles and columns for national publications including Wired, Men’s Health, Business 2.0, Selling-Power, CIO, Brand World, The New York Times and BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite and The Tao of Programming.
About Chally Group Worldwide
A global leadership and sales potential and performance measurement firm, Chally Group Worldwide uses its industry-leading research, predictive analytics and advisory services to ensure that clients have the information they need to minimize risks associated with talent management decisions relating to selection, alignment, development and succession planning.
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