The Complete Guide to Accelerating Sales Force Performance

by Andris Zoltners, Prabhakant Sinha, Greggor A. ZOLTNERS

Overview

This helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force.

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. 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, The Complete Guide to Accelerating Sales Force Performance is an excellent source of practical ideas for sales and marketing managers in all industries.

Product Details

ISBN-13:	9780814420140
Publisher:	AMACOM
Publication date:	06/11/2001
Edition description:	New Edition
Pages:	496
Product dimensions:	7.00(w) x 10.00(h) x 1.00(d)
Age Range:	17 Years

About 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."

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"

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

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 (booknews.com)

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