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 distinctive personalities of its members with 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.

Genres: Business, Management

474 pages, Hardcover

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A little outdated considering it was written in early 2000s, but there are some nuggets of very practical information therein, which if implemented can significantly enhance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