Building a Winning Sales Force

Powerful Strategies for Driving High Performance

 Building a Winning Sales Force

Authors: Andris A. Zoltners, Ph.D., Prabhakant Sinha, Ph.D., Sally E. Lorimer
Pub Date: March 2009
Print Edition: $29.95
Print ISBN: 9780814437353
Page Count: 496
Format: Paper or Softback
e-Book ISBN: 9780814410424

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Table of Contents


P A R T 1

A Blueprint for Sales Force Excellence 1

1 The Dimensions and Drivers of a Winning Sales Force 3

2 Achieving Sales Force Excellence 23

P A R T 2

Improving the Top Sales Effectiveness Drivers 47

3 Sales Strategies That Win with Customers 49

4 Sizing Your Sales Force for Long-Term Success 61

5 Structuring Your Sales Force for Efficiency and Effectiveness 91

6 Designing Sales Territories for Maximum Success 115

7 Sales Force Recruiting: Winning the War for Talent 129

8 Developing More Effective Training Programs 147

9 How to Create a Winning Sales Force Culture 171

10 The Right Sales Manager: A Key to Sales Force Success 199

11 Using Information Technology to Enhance Sales 223

12 How Sales Force Incentives Can Drive Results 247

13 Setting Fair and Realistic Goals to Motivate Your Sales Force 287

14 Staying on Track Through Better Sales Force Performance

Management 305

P A R T 3

Addressing Common and Challenging Sales Management

Issues 321

15 Preventing Sales Force Complacency: The Silent Killer of Sales

Effectiveness 323

16 Adapting a Sales Strategy to Meet New Challenges 347

17 Allocating Sales Resources to Maximize Results 367

18 Retaining Successful Salespeople 395

19 Achieving Better Sales and Marketing Alignment 421

20 The GE Story: Improving Sales Force Effectiveness Across

Businesses 455

Index 477

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