The Complete Guide to Accelerating Sales Force Performance

by Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners, et al.

Book Overview

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... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0814406505
• ISBN13: 9780814406502
• Release Date: April 2001
• Publisher: Amacom
• Length: 496 Pages
• Weight: 2.36 lbs.
• Dimensions: 1.5" x 7.2" x 10.4"
• Age Range: 17 years and up
• Grade Range: Grade 12 and higher

Customer Reviews

The Complete Guide to Accelerating Sales Force Performance Review

Outstanding: Clear, applicable, pragmatic. A strong and consistent "sample" of Dr. Prabhakant Sinha legacy and profile. I know the author (attend his course in Belgium, at the MCE / Management Centre of Europe, in the past) and because of this can ensure what I'm saying. Strongly recommend for any person in the Sales Force Management.

a masterpiece

I was asked by my Managing Director to read this book. This book covers both the soft and hard aspects of Sales Force Effectiveness. hjas a complete top down framework to analyse,design and manage a Sales tesm as per the needs of the Organization. Some of the analytics given are both simple and hav a "aha" value. Highly recommended for all Sales and Non Sales managers. Every organizatrion will find something in this book that will improve their Sales Staff performance.

Not Enough Stars for this Masterpiece!

Whewie! I had many reservations about buying this book. The previous reviews made me skeptical, especially when I looked at the price tag and acknowledged the fact that I was going to bleed to death reading a blah-blah boring has-been couple of spineless professors rant about their lame memoirs and anecdotes lazily collected by one of their pet clones. To be precise, this book was written by two of the most influential consultants, professors and businessmen in the world. They worked with sales forces and represented companies of all sizes, in addition to being 'team-driven' by their own successful consultancy spanning thirty years. In many instances, they gained from the output of academia and collaborated their research with students associated from the prestigious Northwestern's J.K. Kellogg Graduate School of Management. This book has foundation, structure, conceptual analysis and excellent ideas for any student, manager-in-training or business executive who is trying to avoid the "art of selling" or "quick buck motivational" 'diaper-training series' collections (sold at newsstands everywhere). There are chapters from other excellent contributors related to Internet Strategies, Market Strategy and Segmentation. I found the material to be factual, concise and thoughtful. This is a rare book written about sales forces. Sales forces are the life-blood of ANY company. Your ability to communicate with people will increase your power, wealth and happiness. A sales force can easily become 'unruly beasts' because the sales force are people dealing with people. Great sales managers must understand CONCEPTS about how to FOCUS, CHANNEL and DISCIPLINE people without disrupting profitability...AND LOSING GREAT PEOPLE!!! "The Complete Guide to Accelerating Sales Force Performance provides education the way a textbook does, but it also provides guidance. It advises, similar to a manager's manual, and it seeks to provide the sales manager with an understanding of the entire sales force system by presenting frameworks for sales force design and performance enhancement." Buckle Up! This book contains "all muscle and no fat." It is a mental and physical exercise book that requires considerable attention. "The quality of the selling organization has a direct effect on a company's sales and profitability." Now, time for me to mold my sales force into terrific shape. :)

A Valuable Reference for Strategic Sales Management

In this book, the world's leading authorities in the field of sales management share hundreds of valuable insights and suggestions for leading a successful sales force in the 21st century. This is the most comprehensive book I have seen on this topic, yet at the same time, it is easy to read and offers very practical approaches. As a sales management professional, you will turn to this book over and over again as you strive to develop and implement the best sales force strategies.

An important book

Without a good, working sales force, let's face it, you're sunk. This book is a vital and important contribution to any business that wants to stay alive in an increasingly difficult business environment. Five stars is not enough.