Insights

The Complete Guide to Accelerating Sales Force Performance

Andris A. Zoltners, Prabhakant Sinha and Greggor Zoltners

Overview

Today's sales managers and executives face a tight economy, increasing sales costs, aggressive competition, and more demanding customers. As a result, managing and motivating a sales force has never been more difficult - or more important.

The Complete Guide to Accelerating Sales Force Performance is a comprehensive source of knowledge, ideas and techniques for improving sales force effectiveness in today's rapidly changing environment. It is based on in-depth analysis and insights from more than 25 years of teaching, research, and consulting with hundreds of companies in more than 50 countries.

This book is a practical, hands-on guide to sales management. It is a must-have for every sales professional who wants to be on the cutting edge of critical strategic thinking for sales force management.

How is this book different from other sales management books?

The Complete Guide to Accelerating Sales Force Performance provides step-by-step instructions for addressing many critical issues directly related to increasing sales force productivity. It is educational like a textbook, but it also offers immediate, hands-on guidance. It is advisory like a sales manager manual, but its scope is much greater. It gives a salesperson a deeper understanding of the sales force. It reveals the practical knowledge that one needs to effectively manage a successful selling organization. It is a meld of science and practice.

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What Reviewers Are Saying

"This is the best book I have read on improving the productivity of your sales force."  - Professor Philip Kotler, Kellogg School of Management, Northwestern University

"This book is an absolute gem, easily the best book on the topic that I have ever read. The chapters on the "hard" aspects of sales management - Sales Force Size, Structure, Territory Design and Compensation - are break-through advances in the field. The icing on the cake is that even the so-called "soft" aspects of sales management - such as Recruitment, Training and Motivation - are all addressed in a lucid and analytical manner."  - Professor Kash Rangan, Harvard Business School

"A checklist for sound thinking, this book should be found in the bookcase of anyone who wants to make a mark on sales forces in the 21st Century." - Anthony F. DiCio, The New York Times