The Complete Guide to Accelerating Sales Force Performance / Edition 1

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"Every firm’s sales force combines the distinctive personalities of its members with the 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:

• 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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Editorial Reviews

Combining research with success stories from large and small firms, the authors offer advice on boosting sales without increasing expenses. They describe techniques for every aspect of a complete sales strategy, from determining appropriate size, structure, and territory design, to hiring, training, and compensating sales professionals. Company culture, manager selection, and goal setting are also discussed. The book offers diagnostic tools to help identify problems with multiple causes and to implement solutions. Annotation c. Book News, Inc., Portland, OR (
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Product Details

  • ISBN-13: 9780814406502
  • Publisher: AMACOM Books
  • Publication date: 6/11/2001
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 496
  • Product dimensions: 7.16 (w) x 10.38 (h) x 1.49 (d)

Meet the Author

"Andris A. Zoltners, Ph.D., (Evanston, IL) is Professor of Marketing at the J. L. Kellogg Graduate School of Management at Northwestern University.

Prabhakant Sinha, Ph.D., (Evanston, IL) is Managing Director of ZS Associates.

Greggor A. Zoltners (Durham, NC) is a finance and marketing consultant."

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Table of Contents

"1. The Role of the Sales Force in the Go-to-Market Strategy

2. Sales Force Assessment and Strategy

3. Sizing the Sales Force for Strategic Advantage

4. Structuring the Sales Force for Strategic Advantage

5. Sales Territory Design that Increases Sales

6. Recruiting the Best Sales People

7. Sales Force Training

8. The Critical Role of the First-Line Sales Manager

9. Sales Force Motivation

10. Compensating for Results

11. Effective Goal and Objective Setting

12. Precision Selling: Finding the Best Customers

13. Using Technology to Assist the Sales Force in Customer Relationship Management

14. Performance Management: Making It All Work

15. Building a Potent Sales Force Culture"

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Customer Reviews

Average Rating 4.5
( 3 )
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  • Anonymous

    Posted June 9, 2004

    A Good Read!

    To boost your sales group¿s performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you¿ll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, we recommend this manual to the audience its authors suggest, ¿sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners¿ plus business school students. If you¿re going to be academic, you might as well learn something.

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  • Anonymous

    Posted April 14, 2003

    The Best Currently Available

    This is a great book for most sales managers. It is not about the soft skills of selling or management but about using your hard skills (like statistics) to analyze your companies strategic and tactical choices. It is very comprehensive and well thought out. If you can grasp the concepts and methods in this book you will be ahead of the majority of sales managers out there. Of course the leadership part of Sales Management is still up to you.

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  • Anonymous

    Posted June 5, 2001

    Valuable Reference Guide for Strategic Sales Management

    In this book, the world's leading authorities in the field of sales management share hundreds of valuable insights and suggestions for leading a successful sales force in the 21st century. This is the most comprehensive book I have seen on this topic, yet at the same time, it is easy to read and offers very practical approaches. As a sales management professional, you will turn to this book over and over again as you strive to develop and implement the best sales force strategies.

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