Building a Winning Sales Force: Powerful Strategies for Driving High Performance

Building a Winning Sales Force: Powerful Strategies for Driving High Performance

by Andris A. Zoltners
     
 

ISBN-10: 0814410405

ISBN-13: 9780814410400

Pub. Date: 03/06/2009

Publisher: AMACOM Books

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

Overview

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.

Product Details

ISBN-13:
9780814410400
Publisher:
AMACOM Books
Publication date:
03/06/2009
Edition description:
New Edition
Pages:
496
Product dimensions:
6.20(w) x 9.10(h) x 1.60(d)
Age Range:
18 Years

Table of Contents

Contents

P A R T 1

A Blueprint for Sales Force Excellence 1

1 The Dimensions and Drivers of a Winning Sales Force 3

2 Achieving Sales Force Excellence 23

P A R T 2

Improving the Top Sales Effectiveness Drivers 47

3 Sales Strategies That Win with Customers 49

4 Sizing Your Sales Force for Long-Term Success 61

5 Structuring Your Sales Force for Efficiency and Effectiveness 91

6 Designing Sales Territories for Maximum Success 115

7 Sales Force Recruiting: Winning the War for Talent 129

8 Developing More Effective Training Programs 147

9 How to Create a Winning Sales Force Culture 171

10 The Right Sales Manager: A Key to Sales Force Success 199

11 Using Information Technology to Enhance Sales 223

12 How Sales Force Incentives Can Drive Results 247

13 Setting Fair and Realistic Goals to Motivate Your Sales Force 287

14 Staying on Track Through Better Sales Force Performance

Management 305

P A R T 3

Addressing Common and Challenging Sales Management

Issues 321

15 Preventing Sales Force Complacency: The Silent Killer of Sales

Effectiveness 323

16 Adapting a Sales Strategy to Meet New Challenges 347

17 Allocating Sales Resources to Maximize Results 367

18 Retaining Successful Salespeople 395

19 Achieving Better Sales and Marketing Alignment 421

20 The GE Story: Improving Sales Force Effectiveness Across

Businesses 455

Index 477

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