Building a Winning Sales Force - by Andris Zoltners & Prabhakant Sinha & Sally Lorimer (Paperback)

About the Book

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.

Book Synopsis

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.

From the Back Cover

ADVANCE Praise for Building a Winning Sales Force: "Building a Winning Sales Force combines the intellectual rigor and practical advice sales leaders need to be market-driven, customer-oriented and highly competitive." -- Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing, KelloggSchool of Management, Northwestern University "The sales organization is an intricate puzzle, with the individual pieces only making sense when they fit together to create a complete picture. This book not only gives you the pieces, it also shows you how to assemble them into a winning sales force." -- Neil Rackham, bestselling author of SPIN Selling and Rethinking the Sales Force "The authors achieve the rare feat of providing sensible frameworks and instructive examples that address the most important problems facing today's sales forces. Build-ing a Winning Sales Force has rigor and relevance rolled into one." -- Kash Rangan, Malcolm McNair Professor of Marketing, HarvardBusinessSchool "Practical examples and lessons learned from a broad range of industries and experts kept me turning the pages to learn more." -- Gretchen Garrigues, Commercial Excellence Leader for GE Corporate Financial Services "The ideas in Building a Winning Sales Force work. We have used them to transform our sales organization . . . sales processes have become more disciplined and sales-people are delivering greater value to customers." -- Jeff Foland, Senior Vice President, Worldwide Sales and ContractCenters, United Airlines "We apply the frameworks presented in this book throughout our planning cycles to prioritize the levers that drive selling excellence. As a result we regularly achieve improved global sales force performance." -- Gregory Schofield, Executive Vice President & Head of Global Sales, Novartis Pharmaceuticals Corp.

Review Quotes

..". one of the most comprehensive and practical books on designing, building, and driving a superior sales team... advice from some of the top sales professionals in the world." Selling Power Hiring and Recruiting Newsletter

..".chockablock full of the nuts and bolts of sales management...extraordinarily practical and highly readable... building a sales organization or are a salesperson, it's a must-read." Life Insurance Selling

..".complete sales management handbook... covers all the essential challenges sales managers face." -- Selling Power

..".give sales leaders the critical tools they need to create successful sales organizations in these tough economic times." --Consulting magazine

..".provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations." CRM Industry.com

"If you're a sales manager or some day would like to be one, this book is for you...full of techniques...the nuts and bolts of account management." -FINS/WSJ

"One of the seven best books to read for sales"-FINS/WSJ

About the Author

Andris A. Zoltners (Evanston, IL) is a professor of marketing at the Kellogg School of Management at Northwestern University.

Prabhakant Sinha (Chicago, IL) is Co-Chairman of ZS Associates, a global sales effectiveness and marketing consulting firm founded by Zoltners and Sinha in 1983. Andy and Prabha are the coauthors of "The Complete Guide to Sales Force Incentive Compensation" (978-0-8144-7324-5) and " The Complete Guide to Accelerating Sales Force Performance " (978-0-8144-0650-2).

Sally E.Lorimer (Northville, MI) is a sales and marketing consultant and business writer.