The Complete Guide To Accelerating Sales Force Performance : How To Get More Sales From Your Sales Force

Author: Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zol
Publisher: AMACOM
Keywords: performance, force, sales, guide, accelerating, complete
Pages: 496
Published: 2001-04-15
Language: English
Category: Management, Management & Leadership, Business & Investing,
ISBN-10: 0814406505     ISBN-13: 9780814406502
Binding: Hardcover (1st)
List Price: 79.95 USD
  • Rating: 100%
"The Complete Guide to Accelerating Sales Force Performance" presents an effective, innovative framework for evaluating and improving the performance of any sales force. It 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; and performance management. This is a basic guide for one of the most basic pressures on sales managers - how to "ratchet up" your sales force performance, providing a framework for evaluating sales force effectiveness, and a structure for making better sales force decisions. The book supplies highly practical solutions and processes and is packed with valuable insights and real-world examples from companies the authors have personally consulted for. It describes best practices for improving sales force effectiveness and explains how a sales force can adapt to changing technology, the Internet and the new economy. "The Complete Guide to Accelerating Sales Force Performance" allows the reader to tap into the latest thinking on sales force issues, so they are prepared to lead a successful selling organization into the new century.


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