Using a fresh mix of talented cartooning and seasoned management, marketing, and learning expertise, The Fat Firm reveals the inner workings of real companies. It illustrates a host of situations in which people, cultures, and processes allow excess, waste, and inefficiency - in other words, fat - to creep into a firm and weaken its competitive edge. Most important, the book offers innovative advice on how firms can slim down and stay successful over the long haul.

The Fat Firm: The Transformation of A Firm From Fat to Fit

Business & Money

Stuart J. Murphy

Zoltners, Andris A.

Sinha, Prabhakant

Management & Leadership

McGraw=Hill

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 organizations.

Building a Winning Sales Force: Poweful Strategies for Driving High Performance

Lorimer, Sally E.

Amacom Books

The Complete Guide to Accelerating Sales Force Performance

"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. 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."

ZOLTNERS, Greggor A.

AMACOM

If you’re like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don’t know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks!Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. But a well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need.The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn’t, this important guide helps you:Understand the value of building an incentive plan that is aligned with your company’s goals and culture.Avoid the common trap of overusing incentives to solve too many sales management problems.Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship.Select an incentive compensation plan that works for your organization -- then test the plan before it is launched.Set territory-level goals that are fair and realistic, and avoid overpaying the sales force because goals are too easy, or demoralizing salespeople by having goals that are too difficult or not fairly assigned.Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results.Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan.Every year, corporations spend $200 billion compensating their sales forces, with extremely mixed results. Make sure every dollar you spend is helping to achieve your goal of creating an empowered, effective sales force that drives your company’s success. Packed with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

The Complete Guide to Sales Force Incentive Compensation: How to Design And Implement Plans That Work

First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don’t get enough time, attention, and resources from sales leaders. “Building a Winning Sales Management Team” shows just how important FLMs are to sales organizations―and what happens when companies underinvest in these key players. 
Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in “Building a Winning Sales Management Team” just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world’s top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University’s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. 
“Building a Winning Sales Management Team” shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.

Building a Winning Sales Management Team: The Force Behind the Sales Force

Marketing & Sales

ZS Associates, Inc.

Written by more than 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

Education & Reference

ZS Assocaites, Inc.

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.

Sales forces have many moving pieces, and sales executives and managers face tremendous complexity as they seek to drive profitable revenue growth in today’s challenging B2B selling environment. 
 In this book, global sales management thought leaders Andy Zoltners, Prabha Sinha, and Sally Lorimer share actionable ideas for enhancing the power of any sales force. By organizing insights from blogs around a proven sales force system framework the authors created, the book can help sales leaders: 
 • Find hidden opportunities for sales growth • Size and structure their sales teams to meet changing customer needs • Hire and retain the best sales and managerial talent • Motivate and direct sales activity to align with strategic priorities • Use data and analytics to create insights for driving sales performance • Lead sales forces to succeed in today’s digital world • And much more!

Insights for Sales Force Success: Practical Ideas for Winning in Today's Sales Environment

Sinha, Prabha K.

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

Sales Force Design For Strategic Advantage

PALGRAVE~MACMILLAN

Roar Out of the Covid-19 Recession You've weathered the shock, the lockdowns, and the slow crawl back. But with a new normal come new risks&#8212;and new opportunities. What must you and your business do now to come out of the downturn stronger and better positioned for the future? Global Recession: Insights You Need from Harvard Business Review will help you find possibilities amid the upheaval and reshape your business to seize advantage in the upswing. Business is changing. Will you adapt or be left behind? Get up to speed and deepen your understanding of the topics that are shaping your company's future with the Insights You Need from Harvard Business Review series. Featuring HBR's smartest thinking on fast-moving issues&#8212;blockchain, cybersecurity, AI, and more&#8212;each book provides the foundational introduction and practical case studies your organization needs to compete today and collects the best research, interviews, and analysis to get it ready for tomorrow. You can't afford to ignore how these issues will transform the landscape of business and society. The Insights You Need series will help you grasp these critical ideas&#8212;and prepare you and your company for the future.

Global Recession: The Insights You Need from Harvard Business Review (HBR Insights Series)

Review, Harvard Business

GULATI, Ranjay

Reeves, Martin

Fernández-Aráoz, Claudio

Economics

Harvard Business Review Press

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

Books by Zoltners, Andris A.

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

The Fat Firm: The Transformation of A Firm From Fat to Fit

Building a Winning Sales Force: Poweful Strategies for Driving High Performance

The Complete Guide to Accelerating Sales Force Performance

The Complete Guide to Sales Force Incentive Compensation: How to Design And Implement Plans That Work

Building a Winning Sales Management Team: The Force Behind the Sales Force

The Power of Sales Analytics

The Power of Sales Analytics

Insights for Sales Force Success: Practical Ideas for Winning in Today's Sales Environment

Sales Force Design For Strategic Advantage

Global Recession: The Insights You Need from Harvard Business Review (HBR Insights Series)