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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.

PART 1 A Blueprint for Sales Force Excellence

　1 The Dimensions and Drivers of a Winning Sales Force

　2 Achieving Sales Force Excellence

PART 2 Improving the Top Sales Effectiveness Drivers

　3 Sales Strategies That Win with Customers

　4 Sizing Your Sales Force for Long-Term Success

　5 Structuring Your Sales Force for Efficiency and Effectiveness

　6 Designing Sales Territories for Maximum Success

　7 Sales Force Recruiting: Winning the War for Talent

　8 Developing More Effective Training Programs

　9 How to Create a Winning Sales Force Culture

　10 The Right Sales Manager: A Key to Sales Force Success

　11 Using Information Technology to Enhance Sales

　12 How Sales Force Incentives Can Drive Results

　13 Setting Fair and Realistic Goals to Motivate Your Sales Force

　14 Staying on Track Through Better Sales Force Performance Management

PART 3 Addressing Common and Challenging Sales Management Issues

15 Preventing Sales Force Complacency: The Silent Killer of Sales Effectiveness

　16 Adapting a Sales Strategy to Meet New Challenges

　17 Allocating Sales Resources to Maximize Results

　18 Retaining Successful Salespeople

　19 Achieving Better Sales and Marketing Alignment

　20 The GE Story: Improving Sales Force Effectiveness Across Businesses

Index

Andris A. Zoltners (Evanston, IL) is a professor of marketing at the Kellogg School of Management at Northwestern University.

　　Prabhakant Sinha (Chicago, IL) is Co-Chairman of ZS Associates, a global sales effectiveness and marketing consulting firm

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书籍介绍

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.