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

By Andris A. Zoltners, Prabhakant Sinha, Sally E LORIMER

Book Overview

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

• Format: Hardcover
• Language: English
• ISBN: 0814410405
• ISBN13: 9780814410400
• Release Date: January 2009
• Publisher: Amacom Books
• Length: 486 Pages
• Weight: 1.80 lbs.
• Dimensions: 7.3" x 1.8" x 6.5"
• Age Range: 18 years and up
• Grade Range: Postsecondary and higher

Customer Reviews

Learned report on building a great sales force

To reveal the potential of your sales force, analyze and evaluate 12 sales effectiveness drivers. Maximize the benefits of those drivers and you often can maximize sales. Sales experts Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer explain how these drivers work. Their comprehensive book is filled with flow charts, scatter plots and other graphic presentations of data, underscoring the authors' technical rigor. The book also offers case studies that bring the authors' points down to earth. If the painstaking information is any indication, this team has thought long and hard about improving sales force effectiveness and it understands the subject exceedingly well. getAbstract believes readers can learn a great deal about building a great sales force from these astute observers.

Comprehensive and practical approach to managing a sales force

This book is a very comprehensive and practical approach to managing a sales force. The authors do a fine job of articulating: Training, planning, motivation, and tracking positive results. I really enjoyed the insight into the 5 Sales Effectiveness drivers. The concept is important for accountability and is basic, straightforward and easy to understand. This train of thought provides a good blueprint and structure for the Sales Manager who is willing to step back and reorganize. If a sales manager can accept working to change the organizational structure for the better, well, that's half the battle. * Definer drivers - set up the organizational structure and salesperson roles. * Sharper drivers - hiring, training, and coaching practices - affect salespeople directly. * Enlightener, Exciter, and Controller drivers - affect the activities performed by the sales force. I recommend this book as a good foundation for Management and Sales.

This one is a truly a winner

Building a Winning Sales Force is a true winner! You know that one book, the one you go to over and over again. The one you give to a newly promoted sales manager as a congratulations gift? The one you count on like you count on a great mentor? Well this is the one. Now I would never say the "only sales book you'll ever need," but this one comes close and let me tell you why I think so. * Because it is comprehensive. It covers completely every aspect of handling a sales force. From creating the team to making sure they are the most effective team they can be. * It describes the best way to measure success. * The best way to forecast and develop true account plans * The best training techniques * The best way to training programs that will work to make your team better and better. * The most effective way to retain the best sales people once you have trained them to be the best sales force money can buy. On and on like I said earlier this book has everything you will need to develop, manage, measure and motivate the best sales force you can ever hope to have. And you know as important as all of this is, there are other books that have this kind of information, But what this book has that those others do not have are things like a chapter on avoiding complacency which focuses on making sure your sales team is motivated, read passionate in both good times and in bad. Or the chapter on aligning your sales and marketing efforts, which I have come to appreciate over my years of consulting has always been a problem ; but these writers address it straight on using great real life examples from some of the great marketing companies of the world to prove their theories. These are just some of the things that I can say about this book, but my space is limited. Okay I know that I recommend a lot of books but this one is for everyone, actually especially those of you who don't buy or read too many books. Even though I read this one from cover , that's just me, that's what I do but for those of you who don't do that, then think of it as a plan, a blueprint for what you have to do to be successful.