Can You Crack the Sales Management Code? - BusinessBlog : McGraw-Hill
Marketing & Sales

Can You Crack the Sales Management Code?

Video featuring Jason Jordan and Michelle Vazzana, co-authors of Cracking the Sales Management Code.

Jason Jordan and Michelle Vazzana of sales force consulting and training firm Vantage Point Performance sifted through mountains of sales data, tools, and metrics. What they discovered surprised them:

Only 17% of the things that managers are managing can actually be managed; that means 80% of the metrics uncovered with new CRM tools are based on things sales managers can’t event control. So they talked to sales forces at leading companies to see how they were using the numbers, how they were coaching their teams, and what was working. What they uncovered was a hidden sales management code.

A code that clarifies which metrics are valuable to sales performance and which are just noise; that helps sales managers predict more productively; that provides an operating manual for sales managers: Cracking the Sales Management Code.  Here’s a sneak peak into how Jason and Michelle cracked the code:

Jason Jordan is a partner with Vantage Point Performance a sales management training and development firm. He is a recognized thought-leader and sought-after speaker on the subject of sales management best practices. Jordan lives in Charlottesville Virginia where he teaches sales management at the University of Virginia’s Darden School of Business.
Michelle Vazzana has personally coached hundreds of sales managers and leaders. Her graduate studies and extensive experience helped bridge the gap between Vantage Point Performance’s groundbreaking research and its practical application for sales managers. She is a popular speaker on the topic of sales transformation.


Michelle Vazzana is CEO and a founding partner at Vantage Point Performance, a leading sales training and development firm. She is co-author of Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. Vazzana is also author of Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance (October 2018.)