{"product_id":"sales-audit-the-sales-managers-playbook-for-getting-control-of-the-selling-cycle-and-improving-results-9780595421343","title":"Sales Audit: The Sales Manager's Playbook for Getting Control of the Selling Cycle and Improving Results","description":"Executives want predictability and improvement in the performance of the business. Top-line predictability is the result of repeatable execution of a documented sales process, examination of the results, and modification of the process to assure future results. Predictability depends on \"auditing\" the selling process. \u003cp\u003eCan the sales process be audited? Sales managers argue that selling is an art-form exempt from scrutiny. But to produce predictable results, the sales organization must document and interrogate its processes using 'Sarbanes-Oxley-like' rigor and 'comply' with senior management expectations. \u003c\/p\u003e\u003cp\u003eThis book organizes effective sales management processes into a comprehensive, repeatable system. It distills years of observation, training, and real-world experience into a step-by-step system for auditing a sales process. \u003c\/p\u003e\u003cp\u003eHow do executives view the sales team's skills and effectiveness? Is the company hiring and tracking these skills through a defined sales process? Is the company measuring the sales team on their execution using these skills? \u003c\/p\u003e\u003cp\u003eThis book explores the concept of the \"Sales Audit\" and explains how to use it to achieve predictability of results through 'sales process compliance' \u003c\/p\u003e\u003cp\u003e *Align senior management expectations with those of the sales team.\u003c\/p\u003e\u003cp\u003e *Interrogate the steps of the current sales process to evaluate its effectiveness.\u003c\/p\u003e\u003cp\u003e *Measure the sales team's adherence to the process and their results.\u003c\/p\u003e\u003cp\u003e *Review the performance of the process in terms of predictability of results.\u003c\/p\u003e\u003cp\u003e *Ensure the continual improvement of the process and its future alignment with organizational results.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e iUniverse\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 01\/17\/2007\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780595421343\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 148\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.50lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.34d\u003c\/p\u003e","brand":"Corey M. Hutchison","offers":[{"title":"Default Title","offer_id":36639229051036,"sku":"9780595421343","price":13.56,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_06ab3bb9-2a4d-4968-8344-0974b88bb9fc.jpg?v=1603849287","url":"https:\/\/pastforward.org\/products\/sales-audit-the-sales-managers-playbook-for-getting-control-of-the-selling-cycle-and-improving-results-9780595421343","provider":"Past Forward","version":"1.0","type":"link"}