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

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


About the Authors
Andris A. Zoltners ( ) , Prabhakant Sinha ( )
and Sally E. Lorimer ( ) | Visit Blog ( )

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Sales managers are truly the force behind the sales force. Yet too many sales organizations under-invest in their first-line sales managers (FLMs). How can companies leverage the power of FLMs as exceptional managers of people, customers and the business itself?

In "Building a Winning Sales Management Team," sales leaders will discover:

  • Eight FLM success drivers involving key sales leader decisions, as well as programs, systems, processes and tools
  • FLMs' critical role in facilitating sales force change
  • A self-assessment tool to determine the right priorities when enhancing FLM success drivers

Throughout the book, executives from some of the world’s leading sales organizations share their solutions for driving profitable growth. To preview, download the Preface and Table of Contents ( /-/media/files/publications/public/00bawsmttoc-preface.pdf?la=en ) .

    > Download Sample Chapter ( /-/media/files/publications/public/01-bawsmt-ch01.pdf?la=en )

Book Reviews

Advisory Board Members

  • Chris Ahearn (TPG Capital)
  • John Barb (International Paper)
  • Sandy Cantwell (Cardinal Health)
  • Liza Clechenko (BP)
  • Amy Davalle (Smith & Nephew)
  • Chris Hartman (Boston Scientific)
  • Denise O’Brien (ARAMARK)
  • Lance Osborne (AFLAC)
  • Quinton Oswald (SARcode BioScience)
  • Jay Sampson (Machinima)
  • Greg Schofield (Novartis)
  • Fred Wagner (Johnson & Johnson)
  • Helmut Wilke (Microsoft)
  • Conrad Zils (GE)