The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force - Hardcover

Andris A. Zoltners; Prabhakant Sinha; Greggor A. Zoltners

Hardcover

ISBN 10: 0814406505 ISBN 13: 9780814406502

Publisher: American Management Association (AMACOM), 2001

Synopsis

Every firm's sales force combines the distinctive personalities of its members with complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.

The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book 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 * performance management.

Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.

About this title

About the Author

"Andris A. Zoltners, Ph.D., (Evanston, IL) is Professor of Marketing at the J. L. Kellogg Graduate School of Management at Northwestern University.

Prabhakant Sinha, Ph.D., (Evanston, IL) is Managing Director of ZS Associates.

Greggor A. Zoltners (Durham, NC) is a finance and marketing consultant."

Edition details

• Publisher: American Management Association (AMACOM)
• Publication date: 2001
• Language: English
• ISBN 10: 0814406505
• ISBN 13: 9780814406502
• Binding: Hardcover
• Edition number: 1
• Number of pages: 474