Creating the #1 Sales Force: What It Takes to Transform Your Sales Culture

By Jim Kasper

This is the story of how many global companies have successfully created the number 1 sales force in their respective industries by transforming their sales cultures. Based on decades of experience in... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 1419502743
• ISBN13: 9781419502743
• Release Date: May 2005
• Publisher: Kaplan Publishing
• Length: 304 Pages
• Weight: 1.19 lbs.
• Dimensions: 0.9" x 6.3" x 9.4"

Customer Reviews

Solid Advice for Sales Managers

This is a systematic and detailed sales management guide. It takes the reader step-by-step through the process of sales culture conversion, to improve long-run sales-force performance. Stressing evolution rather than revolution, the approach taken is realistic and practical. It should prove useful for sales executives who are ambitious enough to spearhead change, and adept enough to apply the author's numerous insightful suggestions. Short case studies and a glossary are included. Paul Francis Musgrave, author of Indispensable Marketing Strategies - How to Outwit Your Competition, Attract and Retain Customers, and Multiply Your Profits - Marketing Strategy Secrets for Profitable Small Business Management

Great read loaded with easy to follow points

For such a difficult field Mr. Kasper does a great job of presenting both some of the problems found in sales organizations and principals of change management specific to sales management that will improve the odds of a successful sales correction strategy. Mr. Kasper's writing style is enjoyable and modeled after proving learning techniques, of saying it, summarizing it and then illustrating it with real life examples. I have also heard that Mr. Kasper is an excellent consultant and teacher from others that have engaged him directly. But read the book first in that it is sure to help.