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)

Creating a successful sales compensation program in today s changing business environment is no easy feat. Advances in information technology, better-informed customers, global competition and workforce diversity are just some of the market shifts requiring companies to be agile and rethink many sales force decisions and programs, including sales compensation. 
As businesses implement new approaches for designing, managing and supporting today s sales forces, sales compensation remains a powerful tool for motivating salespeople, providing strategic direction and retaining the best talent. Written by some of the world s leading sales compensation experts, Sales Compensation Solutions offers actionable insights and ideas that sales and compensation professionals can use to design and implement programs that work in today s selling environment. In this book you ll learn how to: - Adapt compensation to changing sales roles - Motivate the sales force with more than money - Create incentives that drive the top and bottom lines - Establish a global sales compensation program - Use analytics to boost sales compensation impact - Set quotas that motivate - Help the sales force embrace compensation plan change - And more

Sales Compensation Solutions

Chad Albrecht

Steve Marley

Andris Zoltners

Sally Lorimer

ZS Associates, Inc.

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

Books by Prabhakant Sinha