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.
Author: Andris Zoltners, Prabhakant Sinha, Greggor a. Zoltners
Binding Type: Paperback
Publisher: Amacom
Published: 06/11/2001
Pages: 496
Weight: 1.9lbs
Size: 10.00h x 7.00w x 1.20d
ISBN: 9780814420140
Language: English
This title is not returnable
Reviews
There are no reviews yet.