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Building a Winning Sales Force: Powerful Strategies for Driving High Performance
Sales experts Andy Zoltners, Prabhakant Sinha, and Sally Lorimer provides you with innovative yet practical tips for success by offering solutions to many of the most common issues faced by today’s sales organizations.
Sales force effectiveness drives every company’s success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, the authors have helped sales leaders around the world perfect their sales strategy, operations, and execution.
Drawing on their strategic insight and pragmatic advice, Building a Winning Sales Force shows you how
assess how good their sales force really is;identify sales force improvement opportunities;implement tools and processes that have an immediate impact on sales effectiveness; attract and retain the best salespeople;design incentive compensation plans;set goals;manage sales performance;and motivate the sales force.Filled with practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable your team to drive sales and help your company stay competitive.
Sales force effectiveness drives every company’s success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, the authors have helped sales leaders around the world perfect their sales strategy, operations, and execution.
Drawing on their strategic insight and pragmatic advice, Building a Winning Sales Force shows you how
assess how good their sales force really is;identify sales force improvement opportunities;implement tools and processes that have an immediate impact on sales effectiveness; attract and retain the best salespeople;design incentive compensation plans;set goals;manage sales performance;and motivate the sales force.Filled with practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable your team to drive sales and help your company stay competitive.
- GenresManagementBusiness
496 pages, Paperback
First published February 1, 2009
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Displaying 1 - 2 of 2 reviews
June 15, 2009
Learned report on building a great sales force
To reveal the potential of your sales force, analyze and evaluate 12 sales effectiveness drivers. Maximize the benefits of those drivers and you often can maximize sales. Sales experts Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer explain how these drivers work. Their comprehensive book is filled with flow charts, scatter plots and other graphic presentations of data, underscoring the authors’ technical rigor. The book also offers case studies that bring the authors’ points down to earth. If the painstaking information is any indication, this team has thought long and hard about improving sales force effectiveness and it understands the subject exceedingly well. getAbstract believes readers can learn a great deal about building a great sales force from these astute observers.
To reveal the potential of your sales force, analyze and evaluate 12 sales effectiveness drivers. Maximize the benefits of those drivers and you often can maximize sales. Sales experts Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer explain how these drivers work. Their comprehensive book is filled with flow charts, scatter plots and other graphic presentations of data, underscoring the authors’ technical rigor. The book also offers case studies that bring the authors’ points down to earth. If the painstaking information is any indication, this team has thought long and hard about improving sales force effectiveness and it understands the subject exceedingly well. getAbstract believes readers can learn a great deal about building a great sales force from these astute observers.
June 6, 2013
Built my sales organization by using this book and salesbenchmarkindex.com.
Displaying 1 - 2 of 2 reviews