'Making the Number'

Ever so often you come across a business book that makes you sit up and pay attention to what is written between the covers. Ever so often, you come across a business book that makes you realize that you have in your hands a treasure chest of pure unadulterated value. 'Making the Number: How to use Sales Benchmarking to Drive Performance' by Greg Alexander, Aaron Bartels and Mike Drapeau (Penguin Group; October 2008) is one such book. If ever there was a time for companies to embrace Sales Benchmarking, that time is now because of its 'ability to increase profits and positively impact each business function within the organization.'

 There are 3 tests that I give to business books: first, 'does the technique being espoused by the author add value?' Secondly, 'will the technique stand the test of time or is it nothing more than a fad?' And finally, 'does the author(s) provide sufficient information to allow the reader to convert theory into practice from the information supplied in the book?' Sadly, many books fail in one of these 3 tests which then leads to a second barrage of questions that ultimately determine whether I embrace the technique in the future or not. But, not so with 'Making the Number.' 

First, there is no doubt in my mind that companies that embrace Sales Benchmarking will see positive impacts to their revenues, their profits and their shareholder value. Secondly, we are today seeing that those companies that have embraced 'best-practices benchmarking' and 'world-class status' are surviving in today's business climate and are in fact making profits whereas those that have embraced mediocrity have fallen on their sword. Finally, the authors provide a five step action plan to guide you through implementing Sales Benchmarking (not that you won't require a little help along the way). If that is not enough, the authors have included actual case studies for your reference. 

But, I did say at the outset that the book is a treasure chest of value. Because of the very nature of Sales Benchmarking, the book will take you through 2 valuable concepts. The first is the concept of 'The Formula for Sales Success' and the second is the 'Sales Management Maturity Model Scale'. The understanding of both concepts is extremely important in the execution of strategy whether or not you undertake Sales Benchmarking. 

If you are serious about making your numbers, then 'Making the Number' is a must read. If you are serious about becoming 'world-class', then not only is the book a must read, but I would also suggest that you visit www.salesbenchmarkindex.com. Happy reading.

ian