Sales Force Design for Strategic Advantage

Andris A. Zoltners, Prabhakant Sinha and Sally Lorimer



A Sourcebook for Sales Force Planning and Management
Bringing together a depth of experience, theory, insight and detail, Sales Force Design for Strategic Advantage is a sourcebook for sales executives and managers with responsibility for strategic sales force planning and management.

Blends Science with Real Examples and Practical Frameworks
The sales management insights presented in this book can help you successfully create, expand, downsize, merge or restructure a sales organization for maximum impact in today's rapidly evolving business environment.

Examples and frameworks demonstrate how to:

  • Develop effective sales and go-to-market strategy
  • Define the best sales force structure and roles
  • Determine the right sales force size
  • Design effective and efficient sales territories
  • Implement sales force design change successfully

Created for Sales Executives and Managers
Written for the sales executive or manager with responsibility for strategic sales force planning and management – a VP of Sales, National Sales Director, Regional or District Sales Manager, this book is valuable as well to a divisional president or business owner leading a company with large sales force investments. The material has also been used successfully in both MBA and executive-level sales force management programs.

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What Reviewers Are Saying

“Filled with sensible advice and strategic insights, all brought alive by numerous case illustrations … the authors have blended strategy with pragmatic tools in a marvelous way.”  - Professor Kash Rangan, Harvard Business School

“Many sales forces were designed years ago and just don't make sense in light of the downsizing, merging and restructuring of today's economy … I can't think of a better book to guide you in redesigning your sales force for maximum impact.” - Professor Philip Kotler, Kellogg School of Management, Northwestern University

“An indispensable reference for those seeking transformational changes within their selling organization … an excellent job of putting a methodical framework and logic around some intuitive, yet sometimes elusive, sales force design concepts.” - Scott Brandt, Managing Director, Worldwide Sales Strategy, United Airlines

“The principles presented in this book have helped us transform our sales organization into a top performer … it adds science to the art of designing a successful sales organization.” - Gregory Schofield, Sr. Vice President and General Manager, Sales & Managed Markets, Novartis