Every firm's sales force combines the distinctive personalities of its members with complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And 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, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.

The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force

Business & Money

Andris A. Zoltners

Prabhakant Sinha

Greggor A. Zoltners

Management & Leadership

American Management Association (AMACOM)

See the best price to sell, buy, or rent books by Andris A. Zoltners. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Andris A. Zoltners

See the best price to sell, buy, or rent books by Andris A. Zoltners. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force