The Complete Guide to Accelerating Sales Force Performance

This helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force.

Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. 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, The Complete Guide to Accelerating Sales Force Performance is an excellent source of practical ideas for sales and marketing managers in all industries.

Author: Andris Zoltners,Prabhakant Sinha,Greggor a. Zoltners
Publisher: Amacom
Published: 06/11/2001
Pages: 496
Binding Type: Paperback
Weight: 1.90lbs
Size: 10.00h x 7.00w x 1.20d
ISBN: 9780814420140

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."

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