Building a Winning Sales Force: Powerful Strategies for Driving High Performance
- 7h 1m
- Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
- AMACOM
- 2009
Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations. The book shows readers how to:
assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force
With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
About the Authors
Andris A. Zoltners (Evanston, IL) is a professor of marketing at the Kellogg School of Management at Northwestern University.
Prabhakant Sinha (Chicago, IL) is Co-Chairman of ZS Associates, a global sales effectiveness and marketing consulting firm founded by Zoltners and Sinha in 1983. Andy and Prabha are the coauthors of The Complete Guide to Sales Force Incentive Compensation and The Complete Guide to Accelerating Sales Force Performance.
Sally E.Lorimer (Northville, MI) is a sales and marketing consultant and business writer.
In this Book
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Building a Winning Sales Force—Powerful Strategies for Driving High Performance
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Preface
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The Dimensions and Drivers of a Winning Sales Force
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Achieving Sales Force Excellence
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Sales Strategies That Win with Customers
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Sizing Your Sales Force for Long-Term Success
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Structuring Your Sales Force for Efficiency and Effectiveness
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Designing Sales Territories for Maximum Success
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Sales Force Recruiting: Winning the War for Talent
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Developing More Effective Training Programs
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How to Create a Winning Sales Force Culture
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The Right Sales Manager: A Key to Sales Force Success
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Using Information Technology to Enhance Sales
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How Sales Force Incentives Can Drive Results
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Setting Fair and Realistic Goals to Motivate Your Sales Force
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Staying on Track through Better Sales Force Performance Management
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Preventing Sales Force Complacency
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Adapting a Sales Strategy to Meet New Challenges
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Allocating Sales Resources to Maximize Results
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Retaining Successful Salespeople
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Achieving Better Sales and Marketing Alignment
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The GE Story: Improving Sales Force Effectiveness across Businesses
