Building a Winning Sales Force: Poweful Strategies for Driving High Performance

by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

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, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations.

Genres: Management, Business

486 pages, Hardcover

First published February 1, 2009

Reviews

[E · Rating 5 out of 5]

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.

[Nick Kellermeyer · Rating 5 out of 5]

Built my sales organization by using this book and salesbenchmarkindex.com.