The Complete Guide to Accelerating Sales Force Performance

The Complete Guide to Accelerating Sales Force Performance

by Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
     
 

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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

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Overview

"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:

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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Editorial Reviews

Booknews
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 (booknews.com)

Product Details

ISBN-13:
9780814420140
Publisher:
AMACOM
Publication date:
06/11/2001
Edition description:
New Edition
Pages:
496
Sales rank:
787,489
Product dimensions:
7.25(w) x 10.25(h) x 1.00(d)
Age Range:
17 Years

What People are saying about this

From the Publisher
"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

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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