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More About This Textbook
Overview
For a sales department nothing says "job well done" more clearly than the first signs of business growth. But before you start celebrating, you need to prepare for the unique challenges this kind of success introduces-and The Sales Growth Imperative shows you how. Learn the smart approach to.
Sales Coverage Strategy
Job Design
Productivity
Organizational Structure
Technology
Quotas
Compensation
Resource Deployment
Product Details
Related Subjects
Meet the Author
David J. Cichelli is Senior Vice President and sales compensation practice manager of The Alexander Group. He is a frequent speaker on sales effectiveness and sales compensation issues and teaches sales effectiveness for Columbia University's Sales Management Program. Cichelli is the author of Compensating the Sales Force and World at Work's one-day class on sales compensation, and he is a contributing author to Sales and Marketing magazine.
Table of Contents
Preface vii
Acknowledgments xi
Part 1 Sales Growth Challenges 1
Chapter 1 The Sales Growth Imperative 3
Chapter 2 How Sales Departments Function 11
Chapter 3 Sales Growth Drives Sales-Effectiveness Solutions 36
Chapter 4 Sales Growth Phases-How Others Participate 51
Part 2 Sales-Effectiveness Solutions 61
Chapter 5 Sales Leadership 63
Chapter 6 Opportunity Segments 81
Chapter 7 Coverage Design 99
Chapter 8 Customer Contact Continum 115
Chapter 9 Job Design and Organization Structure 133
Chapter 10 Resource Deployment 154
Chapter 11 Sales Talent and Management 178
Chapter 12 Productivity Metrics 202
Chapter 13 Performance Management and Compensation 219
Chapter 14 Sales Operations and Technologies 240
Part 3 Keeping the Sales Force Current 259
Chapter 15 Sales Force Transformation 261
Chapter 16 Annual Strategic Sales Plan 269
Index 287