qEvery firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. qThe Complete Guide to Accelerating Sales Force Performanceq develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such qqsuccess driversqq as: culture * sales force structure * hiring * sales manager selection * training * compensation * technology * sales territory design * goal setting * performance management. Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.qThis book identifies and describes the key factors for creating a fast-track, go-to-market strategy.
|Title||:||The Complete Guide to Accelerating Sales Force Performance|
|Author||:||Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners|
|Publisher||:||AMACOM Div American Mgmt Assn - 2001-01-01|