The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force

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

Every firm's sales force combines the distinctivepersonalities of its members with complex issues of size, paystructure, incentives, performance evaluation, and effective uses ofnew technology. And while underrepresented in most marketing texts,the success of the sales force is a major component in the overallsuccess of most companies.The Complete Guide to Accelerating Sales Force Performancedevelops an effective, innovative framework for evaluating andimproving the performance of any sales force. This book identifies anddescribes the key factors for creating a fast-track, go-to-marketstrategy. It's loaded with proven ideas for improving such "successdrivers" * sales force structure * hiring * sales manager selection *training * compensation * technology * sales territory design * goalsetting * performance management.Packed with valuable insights and real-life examples, this guide is anexcellent source of practical ideas for sales and marketing managersin all industries.

Genres: Business, Management

496 pages, Kindle Edition

First published March 31, 2001

Reviews

[VENKATRAMAN C K · Rating 5 out of 5]

Wonderful book. A must read for all .

[Adoptry · Rating 2 out of 5]

A little outdated considering it was written in early 2000s, but there are some nuggets of very practical information therein, which if implemented can significantly enhance the sales force performance.

[Lori Grant · Rating 5 out of 5]

A must-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.