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Building a Winning Sales Force

Powerful Strategies for Driving High Performance

by Andris Zoltners, Prabhakant Sinha, Sally Lorimer

On Sale: March 6, 2009

Price: $29.95

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Format: Paperback

Book Overview
Author Info

Book Summary

For current and aspiring sales leaders who want to maximize the effectiveness of their sales force, this innovative guide shows you how to overcome the obstacles that hold other sales organizations back.

About the Book

Sales experts Andy Zoltners, Prabhakant Sinha, and Sally Lorimer provides you with innovative yet practical tips for success by offering solutions to many of the most common issues faced by today’s sales organizations.

Sales force effectiveness drives every company’s success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, the authors have helped sales leaders around the world perfect their sales strategy, operations, and execution.

Drawing on their strategic insight and pragmatic advice, Building a Winning Sales Force shows you how to:

assess how good their sales force really is;
identify sales force improvement opportunities;
implement tools and processes that have an immediate impact on sales effectiveness;
attract and retain the best salespeople;
design incentive compensation plans;
set goals;
manage sales performance;
and motivate the sales force.

Filled with practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable your team to drive sales and help your company stay competitive.

Product Details

ISBN: 9780814437353
ISBN 10: 0814437354
On Sale: March 6, 2009
Pages: 496
List Price: $29.95
Trim Size: 152.000mm x 229.000mm x 25.000mm
Category 1 : BUSINESS & ECONOMICS / Sales & Selling / Management
Category 2 : BUSINESS & ECONOMICS / Human Resources & Personnel Management
Category 3 : BUSINESS & ECONOMICS / Sales & Selling / General
Category 4 : BUSINESS & ECONOMICS / Leadership
Category 5 : BUSINESS & ECONOMICS / Organizational Development

Andris Zoltners

Biography

Andris (Andy) Zoltners is Founder and Co-Chairman of ZS Associates, and a Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he had been a faculty member for more than 30 years. In 1983, Andy and former Kellogg colleague, Prabhakant Sinha, founded ZS Associates, a global leader in sales and marketing consulting, outsourcing, software and technology. Andy’s areas of expertise are sales force strategy; sales force effectiveness; sales force size, structure and deployment; and sales force compensation. He has assisted over 250 companies in over 20 countries and across a wide range of industries including healthcare, technology, transportation, and financial services. Andy has spoken at numerous conferences, has taught sales force topics to several thousand Executive, M.B.A. and Ph.D. students, and continues to teach executives at the Kellogg School of Management. He has published more than 40 academic articles, edited two books on Marketing Models, and has co-authored a series of books on sales force management.

Prabhakant Sinha

Biography

Prabhakhant (Prabha) Sinha is Founder and Co-Chairman of ZS Associates. He was an Associate Professor of Marketing at the Kellogg School of Management until 1987. In 1983, Prabha and Kellogg colleague, Andris Zoltners, founded ZS Associates, a global leader in sales and marketing consulting, outsourcing, software and technology. Prabha has assisted over 250 firms in North America, Europe and Asia with issues related to sales force strategy and sales effectiveness. He continues to teach executives at the India School of Business and the Gordon Institute of Business Science. He has published over 30 academic articles and has co-authored a series of books on sales force management.

Sally Lorimer

Biography

Sally Lorimer is a business writer, and was previously a Principal at ZS Associates where she consulted with numerous companies on sales strategy, sales force effectiveness, and territory alignment. Together with ZS founders Andris Zoltners and Prabhakhant Sinha, Sally has co-authored of a series of books on sales force management and several academic articles. Sally received her Master of Management degree from the Kellogg School of Management at Northwestern University and is also a graduate of the University of Michigan.