Cracking the Sales Management Code

Activities can be managed—outcomes can't. The sales metrics hierarchy. Sales metrics fall into three distinct categories: Business Results, Sales Objectives, and Sales Activities. Business Results, such as revenue and profit, are ultimate outcomes that cannot be directly managed. Sales Objectives are intermediate goals that contribute to Business Results. Sales Activities are the day-to-day actions of salespeople that can be directly managed and influence Sales Objectives. Importance of understanding the hierarchy. Business Results are the most important numbers on the wall. They are the corpo

Lesson 1: Sales metrics are not created equal: Understand the hierarchy

This principle from Cracking the Sales Management Code is backed by Jason Jordan's extensive research and real-world examples. Understanding it deeply can shift how you approach decisions, relationships, and long-term planning in meaningful ways.

Lesson 2: Business Results: Measure overall company health

This principle from Cracking the Sales Management Code is backed by Jason Jordan's extensive research and real-world examples. Understanding it deeply can shift how you approach decisions, relationships, and long-term planning in meaningful ways.

Lesson 3: Sales Objectives: Set clear goals for your sales force

One of the most counterintuitive ideas in Cracking the Sales Management Code: knowing when to stop is as important as knowing when to push. Jason Jordan argues that the clearest path to failure is an inability to define what 'enough' looks like for you personally.

How to Apply Cracking the Sales Management Code's Lessons

The real value of Cracking the Sales Management Code lies in its applicability. After reading, the most important step is identifying which of Jason Jordan's principles speak most directly to your current situation.

Consider keeping a journal while reading — noting where the ideas challenge your current approach and where they confirm what you already suspected. The friction of your own resistance often points to the most important insights.

Key Quote

"Sales metrics are not created equal: Understand the hierarchy" — Jason Jordan, Cracking the Sales Management Code

About the Author

Jason Jordan is the author of Cracking the Sales Management Code. The book reflects years of research, observation, and synthesis of evidence from multiple disciplines.