Building a Winning Sales Force: Poweful Strategies for Driving High Performance

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.

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 founded by Zoltners and Sinha in 1983. Andy and Prabha are the coauthors of The Complete Guide to Sales Force Incentive Compensation (978-0-8144-7324-5) and The Complete Guide to Accelerating Sales Force Performance (978-0-8144-0650-2).

Sally E.Lorimer (Northville, MI) is a sales and marketing consultant and business writer.

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 founded by Zoltners and Sinha in 1983. Andy and Prabha are the coauthors ofThe Complete Guide to Sales Force Incentive Compensation (978-0-8144-7324-5) andThe Complete Guide to Accelerating Sales Force Performance (978-0-8144-0650-2).

Sally E.Lorimer (Northville, MI) is a sales and marketing consultant and business writer.