The Sales Growth Imperative: How World Class Sales Organizations Successfully Manage the Four Stages of Growth / Edition 1

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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


Organizational Structure




Resource Deployment

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Product Details

  • ISBN-13: 9780071739030
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 11/19/2010
  • Edition number: 1
  • Pages: 320
  • Sales rank: 202,025
  • Product dimensions: 6.20 (w) x 9.10 (h) x 1.10 (d)

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.

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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

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