The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your 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. And 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, this guide is an excellent source of practical ideas for sales and marketing managers in all industries." "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. And 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, this guide is an excellent source of practical ideas for sales and marketing managers in all industries." To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something Ch. 1. The Role Of The Sales Force In The Go-to-market Strategy -- Ch. 2. Sales Force Assessment And Strategy -- Ch. 3. Sizing The Sales Force For Strategic Advantage -- Ch. 4. Structuring The Sales Force For Strategic Advantage -- Ch. 5. Designing Sales Territories That Increase Sales -- Ch. 6. Recruiting The Best Salespeople -- Ch. 7. Training The Sales Force -- Ch. 8. The Critical Role Of The First-line Sales Manager -- Ch. 9. Motivating The Sales Force -- Ch. 10. Compensating For Results -- Ch. 11. Setting Effective Goals And Objectives -- Ch. 12. Precision Selling -- Ch. 13. Using Technology To Assist The Sales Force In Customer Relationship Management -- Ch. 14. Performance Management -- Ch. 15. Building A Potent Sales Force Culture. Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners. Includes Index. < html> "1. The Role of the Sales Force in the Go-to-Market Strategy 2. Sales Force Assessment and Strategy 3. Sizing the Sales Force for Strategic Advantage 4. Structuring the Sales Force for Strategic Advantage 5. Sales Territory Design that Increases Sales 6. Recruiting the Best Sales People 7. Sales Force Training 8. The Critical Role of the First-Line Sales Manager 9. Sales Force Motivation 10. Compensating for Results 11. Effective Goal and Objective Setting 12. Precision Selling: Finding the Best Customers 13. Using Technology to Assist the Sales Force in Customer Relationship Management 14. Performance Management: Making It All Work 15. Building a Potent Sales Force Culture" Presents an effective, innovative framework for evaluating and improving the performance of any sales force. The work identifies and describes the key factors for creating a fast-track, go-to-market strategy, and contains ideas for improving "success drivers". A world-class sales force is a powerful asset for any company, but using a direct selling organization is just one of a whole range of options for going to market.