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 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.
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