Building a Winning Sales Force: Powerful Strategies for Driving High Performance
Autor Andris A. Zoltnersen Limba Engleză Paperback – 6 mar 2009
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 organi-za-tions. 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 effec-tive-ness - attract and retain the best salespeople - design incen-tive compensation plans - set goals - manage sales perform-ance - 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.
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Specificații
ISBN-10: 0814437354
Pagini: 496
Dimensiuni: 152 x 229 x 25 mm
Greutate: 0.69 kg
Ediția:Specială
Editura: Amacom
Colecția Amacom
Locul publicării:Nashville, United States
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Descriere
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 organi-za-tions. 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 effec-tive-ness - attract and retain the best salespeople - design incen-tive compensation plans - set goals - manage sales perform-ance - 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.
Textul de pe ultima copertă
ADVANCE Praise for Building a Winning Sales Force: "Building a Winning Sales Force combines the intellectual rigor and practical advice sales leaders need to be market-driven, customer-oriented and highly competitive." -- Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing, KelloggSchool of Management, Northwestern University "The sales organization is an intricate puzzle, with the individual pieces only making sense when they fit together to create a complete picture. This book not only gives you the pieces, it also shows you how to assemble them into a winning sales force." -- Neil Rackham, bestselling author of SPIN Selling and Rethinking the Sales Force "The authors achieve the rare feat of providing sensible frameworks and instructive examples that address the most important problems facing today's sales forces. Build-ing a Winning Sales Force has rigor and relevance rolled into one." -- Kash Rangan, Malcolm McNair Professor of Marketing, HarvardBusinessSchool "Practical examples and lessons learned from a broad range of industries and experts kept me turning the pages to learn more." -- Gretchen Garrigues, Commercial Excellence Leader for GE Corporate Financial Services "The ideas in Building a Winning Sales Force work. We have used them to transform our sales organization . . . sales processes have become more disciplined and sales-people are delivering greater value to customers." -- Jeff Foland, Senior Vice President, Worldwide Sales and ContractCenters, United Airlines "We apply the frameworks presented in this book throughout our planning cycles to prioritize the levers that drive selling excellence. As a result we regularly achieve improved global sales force performance." -- Gregory Schofield, Executive Vice President & Head of Global Sales, Novartis Pharmaceuticals Corp.