The Complete Guide to Accelerating Sales Force Performance
On Sale: June 11, 2001
Price: $59.95
Format: Paperback
Book Summary
The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy.
About the Book
This helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force.
Every firm’s sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. While underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.
The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy.
It’s loaded with proven ideas for improving such "success drivers" as:
- culture
- sales force structure
- hiring
- sales manager selection
- training
- compensation
- technology
- sales territory design
- goal setting
- performance management
Packed with valuable insights and real-life examples, The Complete Guide to Accelerating Sales Force Performance is an excellent source of practical ideas for sales and marketing managers in all industries.
Product Details
- ISBN: 9780814420140
- ISBN 10: 0814420141
- On Sale: June 11, 2001
- Pages: 496
- List Price: $59.95
- Trim Size: 178.000mm x 254.000mm x 25.000mm
- Category 1 : BUSINESS & ECONOMICS / Sales & Selling / Management
- Category 2 : BUSINESS & ECONOMICS / Management
- Category 3 : BUSINESS & ECONOMICS / Sales & Selling / General
- Category 4 : BUSINESS & ECONOMICS / Personal Success
