Insights

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

Andris Zoltners, Prabhakant Sinha, Sally Lorimer

Introduction




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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!


About the Authors




Andris Zoltners is a cofounder of ZS and a Professor Emeritus of Marketing at Northwestern University’s Kellogg School of Management, where he has taught sales force topics to thousands of executive, M.B.A. and Ph.D. students. He is the coauthor of a series of books on sales force management and has helped companies around the world implement sales strategies that drive results.




Prabhakant Sinha is a cofounder of ZS and a former Northwestern University faculty member. He continues to teach sales executives at the Gordon Institute of Business Science in South Africa and the Indian School of Business. He is the coauthor of a series of books on sales force management and has helped firms worldwide improve sales strategy and effectiveness.




Sally Lorimer is a business writer and a former Principal at ZS, where she helped clients in a range of industries implement strategies for improving sales effectiveness and performance. She is the coauthor of a series of books on sales force management and of numerous articles in industry and academic publications.