Jason Jordan is the co-author of Cracking the Sales Management Code – The Secrets to Measuring and Managing Sales Performance. This is universally acknowledged as one of the top sales management books in existence. He is a recognized thought-leader and sought-after speaker on the subject of sales management. He has worked with many large clients including GE, 3M, FedEx, Essilor, and has dedicated his career to conducting research to advance the field of sales management. He teaches this subject at the University of Virginia’s Darden School of Business.
Highlights
- The journey of his professional career. - 2:33
- How would you know if the sales force is really good? Is it really successful? Are you achieving this much that you possibly can? - 13:51
- How is professional sales performing as a business discipline? - 13:55
- How many companies are hitting their goal? - 14:55
- Outside of a sales team, what is Jason seeing in terms of the turnover, the transition, and level of performance? - 16:13
- The Cracking the Sales Management Code absolutely lays it out. - 20:13
- Suggestions as a sales leader: What’s the game plan next year to elevate performance? - 22:05
- Everything starts with the buyer. - 23:54
- What inside sales is now. - 26:50
- Sales is going to be more sophisticated with more roles and more technology and more chop-up processes, but it comes down on conversation. - 30:40
- The big challenge: Teaching people who don’t know sales. - 33:57
- Are there a lot of schools teaching professional sales as a part of their MBA curriculum? - 35:34
- How interested are the students in professional selling now? - 40:32
- Where to follow and contact Jason. - 41:59 Episode Resources
- Connect with Mark Cox
- https://www.inthefunnel.com/
- https://ca.linkedin.com/in/markandrewcox
- https://www.facebook.com/inthefunnel
- Connect with Jason Jordan
- https://www.linkedin.com/in/jasonjordansalesmanagement
- jj@jasonjordan.com
- https://www.audible.com/author/Jason-Jordan/B0050PIKNO
- Cracking the Sales Management Role
- https://salesfoundation.org/
Activity