The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force: Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
Editorial Reviews
Review
"""This is the best book I have read on improving the productivity of your sales force.""
–Professor Philip Kotler, Kellogg Graduate School of Management, Northwestern University
""This book is an absolute gem, easily the best book on the topic that I have ever read.""
— Professor Kash Rangan, Harvard Business School
""A checklist for sound thinking, this book should be found in the bookcase of anyone who wants to make a mark on sales forces in the 21st Century.""
–Anthony F. DiCio, Director of Advertising Finance and Administration, The New York Times
Every firm’s sales force combines the distinctive personalities of its members with complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.
The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It’s loaded with proven ideas for improving such “success drivers” as:
Culture * sales force structure * hiring * sales manager selection * training * compensation * technology * sales territory design * goal setting * performance management.
Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.
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