Publisher's Synopsis
The very few companies that have sustained above–average growth rates for long periods of time have institutionalized the fundamentals of world–class sales management. John Davis′ new book, Magic Numbers for Sales Management, provides a comprehensive, formula–driven tutorial on the basic measures for all the many companies not in this exclusive club to drive sales performance. It is a must–have, simple–to–read reference book for any busy executive – from sales manger to CEO. – William M. Brown, President, UTC Fire & Security Talk is Cheap. Nowhere is this truer than in sales management. John Davis′s new book takes the "Talk" out of sales and adds the "walk" by offering the reader an easy–to–follow guide to measuring sales success. This book can be used by salesmen and marketers alike to effectively plan, manage, and review sales–related strategies. It should be required reading for all sales mangers everywhere. – Dae Ryun Chang, Professor of Marketing, Yonsei University Magic Numbers for Sales Management is an enabling simple arithmetic for sales management practitioners. It provides a comprehensive reference for measuring the complex economics of sales into a set of key formulas that are easy to understand and apply. It will help anybody in sales to develop their strategies in today′s demanding environment. – Paul Yao, Chief Executive Officer, Intertek Testing Services Hong Kong Limited It was Einstein who said "not everything that counts can be counted, and not everything that can be counted counts." John Davis provides insights on how to count things that do count in sales management. – Rajendra Srivastava, Roberto C. Goizueta Chair in e–Commerce and Marketing, Director, Zyman Institute of Brand Science (ZIBS).
