Building a Winning Sales Force

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer



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.

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"Building a Winning Sales Force combines the intellectual rigor and practical advice sales leaders need to be market-driven, customer-oriented and highly competitive."Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University

"The sales organization is an intricate puzzle, with the individual pieces only making sense when they fit together to create a complete picture. This book not only gives you the pieces, it also shows you how to assemble them into a winning sales force."Neil Rackham, bestselling author of SPIN Selling and Rethinking the Sales Force

“The authors achieve the rare feat of providing sensible frameworks and instructive examples that address the most important problems facing today’s sales forces. Building a Winning Sales Force has rigor and relevance rolled into one.”Kash Rangan, Malcolm McNair Professor of Marketing, Harvard Business School

“Practical examples and lessons learned from a broad range of industries and experts kept me turning the pages to learn more.”—Gretchen Garrigues, Commercial Excellence Leader for GE Corporate Financial Services
“The ideas in Building a Winning Sales Force work. We have used them to transform our sales organization... sales processes have become more disciplined and salespeople are delivering greater value to customers.”Jeff Foland, Senior Vice President, Worldwide Sales and Contract Centers, United Airlines

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