Making the Number: How to Use Sales Benchmarking to Drive Performance

Making the Number: How to Use Sales Benchmarking to Drive Performance Review

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Making the Number: How to Use Sales Benchmarking to Drive Performance Feature

The essential tool kit to achieve breakthrough sales performance improvements.

Numbers don’t lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not new 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.

Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. The authors take readers through their five-step methodology for sales benchmarking, showing how to select metrics; gather, compute, and compare internal and external data; and then actually use the data.

Making the Number includes case studies of sales benchmarking in action. For example, find out how Discover Financial Services plays David to the Goliaths of MasterCard and Visa.

Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.

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Now Batting, Number...: The Mystique, Superstition, and Lore of Baseball's Uniform Numbers

Now Batting, Number...: The Mystique, Superstition, and Lore of Baseball's Uniform Numbers Review

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Now Batting, Number...: The Mystique, Superstition, and Lore of Baseball's Uniform Numbers Feature

Unlike other baseball statistics books that reveal only information about the numbers players put on the board, this unique take on America's favorite pastime reveals the little-known facts and nuances behind the numbers players wear on their backs.

In Now Batting, Number...baseball historian Jack Looney delves into every aspect of baseball uniform numbers. Here are topics including "Boyhood Idols" (players who chose numbers to honor heroes, fathers, grandfathers, and friends), "Birthday Babes" (players who have worn the same number as their day, month, or year of birth), "Caretakers" (inside stories on how numbers are distributed and the bartering of numbers among players), and "Early Innings" (the history of numbering in Major League baseball).

At the center of Now Batting, Number...is a substantial section listing the complete rosters of all thirty Major League teams including each player's number and position. Other lists include every retired number listed by league and team, every retired number listed by position, and famous players' numbers and every other player who ever honored them by wearing that number (listed by number).

In a controversial chapter called "Dream Teams," player from various eras, who wore the same number durin their careers, are selected to play together on the same Dream Team. Statistics for fifty teams are included. Also included are dozens of some of the toughest, number-related trivia questions that will have even the most knowledgeable fan scratching his or her head.

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