Making the number: how to use sales benchmarking to drive performance

Numbers don't lie: 40 percent of all salespeople miss their targets each year.

Given this fact, how can managers ensure their teams are doing everything possible?

The key lies in benchmarking, which is not a new concept for finance or manufacturing, but rarely gets applied to sales.

Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct.