The Power of Sales Analytics - Softcover

Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E.

Softcover

ISBN 10: 0985343648 ISBN 13: 9780985343644

Publisher: ZS Associates, Inc., 2015

Synopsis

Written by over 20 thought leaders from ZS Associates, Inc., The Power of Sales Analytics shares strategic insights, pragmatic advice, and illustrative case studies and approaches for using analytics to support sales force decisions and drive results. The authors describe how leading companies have successfully used analytics to improve key sales force effectiveness drivers such as customer targeting, sales process design, sales force size and structure, territory design, talent management, incentive compensation, goal setting, and performance management. The book also has a blueprint for implementing critical analytic capabilities cost-effectively by assembling the right combination of internal and external resources. The Power of Sales Analytics is edited by the founders of ZS Associates, Andris A. Zoltners and Prabhakant Sinha, who have personally consulted with more than 200 companies in over 20 countries, and business writer Sally E. Lorimer. As experts in the field of sales analytics, the editors have helped the sales leaders of Fortune 500 companies, as well as smaller entrepreneurial businesses, tap into the power of analytics to enable smarter sales strategies, support more efficient operations, facilitate more effective execution, and ultimately drive results. They are also coauthors of numerous academic articles and books on sales force management, including Building a Winning Sales Force, Accelerating Sales Force Performance, Sales Force Design for Strategic Advantage, The Complete Guide to Sales Force Incentive Compensation, and Building a Winning Sales Management Team. In addition to cofounding ZS Associates, Zoltners is a professor emeritus of marketing at Northwestern University s Kellogg School of Management, and Sinha is a former Kellogg faculty member. Both continue to teach sales executives Zoltners at Kellogg and Sinha at the Indian School of Business and the Gordon Institute of Business Science in South Africa. ZS Associates is a global leader in sales and marketing consulting, outsourcing, technology, and software. For more than 30 years, ZS has helped companies across a range of industries deliver greater impact through their sales and marketing investments and operations.

About this title

About the Author

Andris A. Zoltners is a professor emeritus of marketing at Northwestern University s Kellogg School of Management and a cofounder of ZS Associates. He has personally consulted for more than 200 companies in over 20 countries. He has spoken at numerous conferences and has taught sales force topics to thousands of Executive, MBA and PhD students. He is co-author of numerous academic articles and a series of books on sales force management. He received his PhD from Carnegie-Mellon University. Prabhakant Sinha is a co-founder of ZS Associates and a former Kellogg faculty member, who continues to teach sales executives at the Indian School of Business and the Gordon Institute of Business Science in South Africa. He has helped over 200 firms improve sales force strategy and effectiveness. He is co-author of many academic articles and a series of books on sales force management. He received his PhD from the University of Massachusetts and graduated from the Indian Institute of Technology, Kharagpur. Sally E. Lorimer is a business writer. She is a co-author of numerous academic articles and books on sales force management. As a former principal at ZS Associates, she has helped clients in a range of industries implement strategies for improving sales effectiveness and performance. She has an MBA from Northwestern University s Kellogg School of Management and is also a graduate of the University of Michigan.

Review

The Power of Sales Analytics is no ordinary sales book. It represents the culmination of many years of intense and thoughtful effort by many talented people, some of whom have contributed authoritative chapters. If you want to be a player in the exciting future world of sales, you will need to master the frameworks, models, and methods in this book. --Neil Rackham, Author of SPIN Selling

As many national sporting teams have overhauled internal decision-making strategies, so too has ZS Associates taken a Moneyball approach to analyzing the sales process in The Power of Sales Analytics. Through data-driven analysis, this book s decision frameworks minimize bias and enhance decision quality, shifting away from emotionally driven decisions toward thoughtful and informed decisions, with an emphasis on results. --Justin Ford, Manager, Sales Compensation, CareerBuilder.com

The Power of Sales Analytics demonstrates the tremendous value that a more scientific, data-based approach brings to sales force decision making. It shows how analytics can enable sales leadership with insight, to improve sales coverage, account assignments, incentive plan design, sales forecasting, goal setting, and more. In addition, it shows what s needed to build this business-critical capability. --Mark Sergot, Senior Vice President, Global Sales Organization, Fairmont Raffles Hotels International

This book explores how companies can truly leverage sales analytics for maximum effectiveness, in part, by bringing together the right combination of company and outsourced resources. --Rick Keefer, President and CEO, Publicis Touchpoint Solutions, Inc.

The Power of Sales Analytics shows you how to use analytics to support the fundamental sales force decisions that drive sales effectiveness from formulating the best sales strategies to hiring the right talent and managing sales performance. --German Carmona Alvarez, Vice President, Aggregates, CEMEX

The most critical step in building an incentive compensation plan that is fair and drives the right behaviors is investing time on the front end. The Power of Sales Analytics discusses how the proper analytics and clear direction on the business objectives can help ensure your results match the intended objectives. --Sharon Crall, Compensation Manager, Cintas Corporation

When it comes to sales analytics, too often companies wait for a perfect solution that never comes. This book demonstrates how by starting with some basics and evolving capabilities over time, any sales force can use analytics to create insights that produce real results. --Chris Ahearn, Senior Adviser, TPG Capital

Edition details

• Publisher: ZS Associates, Inc.
• Publication date: 2015
• ISBN 10: 0985343648
• ISBN 13: 9780985343644
• Binding: Paperback
• Language: English
• Number of pages: 288