# 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.

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- Market: CA
- Language: en-CA
- Currency: CAD
- Category: Books, Music & Hobbies > Books, Music & Movies > Books & Comics
- Price: 36.94 CAD
- Previous price: 47.95 CAD
- Discount: 23%
- Price checked: 2026-11-13T12:13:44.844Z
- Rating: 4.4 / 5
- Reviews: 678

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## 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.

## 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.

## 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

## Before you buy

- 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.

## 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 feedback

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.
- Positive themes: 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.

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## Add-ons

- [The Qualified Sales Leader: Proven Lessons from a Five Time CRO](https://loonieperks.com/visit/cracking-the-sales-management-code-sales-management-book)
- [The First-Time Manager: Sales](https://loonieperks.com/visit/cracking-the-sales-management-code-sales-management-book)

## Images

![Cracking the Sales Management Code: Measuring and Managing Sales Performance — 1](https://loonieperks.com/i/yK6G9bSYSd_cjzDeTCS7Npt3YbavVwXcuorYNRnbKxoJMzh61hLQRUTNv7EYYoR3e68wysNR65BHsZqqpyQyTqCsq5BljGaPSHd2uEaiip1BPu6ouTWX.jpg)