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

(Paperback)

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Description

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 todays sales organizations.

Sales force effectiveness drives every companys 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 to:

• 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.

Reviews

..". one of the most comprehensive and practical books on designing, building, and driving a superior sales team... advice from some of the top sales professionals in the world." Selling Power Hiring and Recruiting Newsletter
..".chockablock full of the nuts and bolts of sales management...extraordinarily practical and highly readable... building a sales organization or are a salesperson, it's a must-read." Life Insurance Selling
..".complete sales management handbook... covers all the essential challenges sales managers face." -- Selling Power
..".give sales leaders the critical tools they need to create successful sales organizations in these tough economic times." --Consulting magazine
..".provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations." CRM Industry.com
"If you're a sales manager or some day would like to be one, this book is for you...full of techniques...the nuts and bolts of account management." -FINS/WSJ
"One of the seven best books to read for sales"-FINS/WSJ

Author Bio

Andris (Andy) Zoltners is Founder and Co-Chairman of ZS Associates, and a Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he had been a faculty member for more than 30 years. In 1983, Andy and former Kellogg colleague, Prabhakant Sinha, founded ZS Associates, a global leader in sales and marketing consulting, outsourcing, software and technology. Andy's areas of expertise are sales force strategy; sales force effectiveness; sales force size, structure and deployment; and sales force compensation. He has assisted over 250 companies in over 20 countries and across a wide range of industries including healthcare, technology, transportation, and financial services. Andy has spoken at numerous conferences, has taught sales force topics to several thousand Executive, M.B.A. and Ph.D. students, and continues to teach executives at the Kellogg School of Management. He has published more than 40 academic articles, edited two books on Marketing Models, and has co-authored a series of books on sales force management.