Building a Winning Sales Force: Powerful Strategies for Driving High Performance
Building a Winning Sales Force: Powerful Strategies for Driving High Performance By Andris A. Zoltners Ph.D., Prabhakant Sinha Ph.D., Sally E. Lorimer
2009 | 496 Pages | ISBN: 0814410405 | PDF | 2 MB
2009 | 496 Pages | ISBN: 0814410405 | PDF | 2 MB
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. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.