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

Business & Money

Zoltners, Andris A.

Sinha, Prabhakant

Lorimer, Sally E.

Marketing & Sales

ZS Associates, 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.

The Power of Sales Analytics

Written by two of the world's leading sales compensation experts, ZS Principals Chad Albrecht and Steve Marley, The Future of Sales Compensation unveils forward-looking insights about what best-in-class sales incentives programs might look like in the years ahead. Each chapter contains new frameworks, new stories, and new ways to think about sales comp, including never-before-seen ideas on topics such as: - Why the intrinsic versus extrinsic incentives argument is not an either-or debate - How to introduce an innovative new sales compensation plan while continuing to engage and motivate top performers - Why predictive analytics will revolutionize the way you design and administer your plans - How to understand and motivate different types of salespeople, including Millennials, and why the one-size-fits-all approach may be on the decline - How to leverage technological advances and drive superior performance within your sales force - And more Also included are exclusive interviews with sales and sales compensation leaders from companies such as US Foods, CareerBuilder, Google, and Microsoft who share perspectives about the state of comp affairs at their organizations and what the future may hold.

The Future of Sales Compensation

Chad Albrecht

Steve Marley

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.

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

Prabhakant Sinha

Andris Zoltners

Sally Lorimer