Product guide

Cracking the Sales Management Code: Measuring and Managing Sales Performance

Measuring: Cracking the Sales Management Code is a sales management book about choosing useful performance metrics and managing the activities that influence sales results. Its description covers sales processes, metric selection, conflicting objectives, seller activities and CRM-supported coaching.

At a glance

Explains five sales-performance processes and how to choose processes for a team.
Distinguishes among three levels of sales metrics and discusses which metrics managers can influence.
Addresses prioritizing competing objectives and connecting seller activities with business results.
Discusses using CRM to improve the impact of coaching.

Price

$36.94Save 23%

Reference price: ~~$47.95~~

Price checked: Nov 13, 2026

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Pros and cons

Pros

Focuses on the management systems and measurable activities behind sales performance, rather than selling techniques alone.
The 272-page print length offers a defined, substantial treatment of metrics, processes and coaching.

Technical specifications

9 specifications

Publication details
Publisher	McGraw Hill
Publication date	Oct. 11 2011
Edition	1st
Language	English
Print length	272 pages
ISBN-10	0071765735
ISBN-13	978-0071765732

Dimensions and installation
Weight listed	467 g
Dimensions	15.84 x 2.06 x 23.46 cm

What to know before buying

The publisher listing gives a first-edition, English print book with a 2011 publication date. Its described framework may be useful for fundamentals, but buyers seeking current platform-specific CRM instructions should confirm that the book suits their needs.

Who is it for?

A good fit for

Sales managers selecting team processes and performance measures.
Sales leaders trying to link seller activity with business outcomes.
Readers looking for a structured introduction to sales-force management and CRM-supported coaching.

Less suited to

Readers primarily seeking sales scripts, individual selling techniques or current software-specific instructions.

Customer reviews on Amazon

4.4 / 5 · 678 ratings

5 stars67%67%
4 stars20%20%
3 stars8%8%
2 stars3%3%
1 star2%2%

Customer feedback describes the book as informative, well-structured, practical and easy to follow, with readers also reporting that they would recommend it. The overall ratings are mostly in the higher star categories, though a smaller share are lower. That positive reception is relevant for readers who value a clearly organized management framework, but ratings alone do not establish how well its 2011 material fits current sales tools or practices.

Positive themes

Readers describe the content as informative and well-structured.
Feedback highlights readable, easy-to-follow presentation and practical insights.

Frequently asked questions

What topics does this book cover?

The listing describes five sales-performance processes, three levels of sales metrics, prioritizing objectives, aligning seller activities with business results and using CRM to support coaching.

Who is this book aimed at?

Its stated focus is managing a sales force, so it is most relevant to sales managers and leaders looking for frameworks for processes and measurement.

What are the listed print details?

The listing specifies an English first edition from McGraw Hill, published Oct. 11 2011, with a print length of 272 pages.