Building a Winning Sales Force: Powerful Strategies for Driving High Performance

ISBN-13: 9780814437353 / Angielski / Miękka / 2009 / 496 str.

Andris a. Zoltners; Prabhakant Sinha; Sally E. Lorimer

Opis

A high-performance sales force is one of the most critical components of any successful organization. But it is also a complex organism that is difficult to understand-and therefore extremely challenging to develop and lead. Building a Winning Sales Force is the most comprehensive and practical book ever written on the subject of designing, building, and driving a superior sales team. The book combines the wisdom and advice of three renowned sales experts whose experience ranges from the university classroom to the boardrooms of more than 400 sales organizations around the world. With this book as your guide, you will learn the changes to implement now that will immediately enhance the performance of all your sales professionals while also building new customer relationships, and, of course, driving your top and bottom line results-all without disrupting your current sales progress. Specifically, you'll learn how to: Develop sales strategies that build competitive advantage by demonstrating real value to customers * Structure your sales force to better exploit market opportunities * Use top-notch recruiting strategies that attract the best of the best * Arm your sales force with the best information and tools available * Design sales compensation programs that motivate for maximum effort * Set high but fair and consistent goals that every member of your sales force will want to exceed every period * Integrate sales and marketing strategies to create the ultimate customer-facing organization * Eradicate the "silent killer" of sales force effectiveness-complacency * And more. Practically every company can dramatically improve sales revenues by implementing the right effectiveness initiatives," the authors demonstrate, using numerous examples from their own client relationships-and they reveal how to achieve such elusive goals as more revenue, increased productivity, improved customer perception, and sales force retention.