Building a Winning Sales Force
Building a Winning Sales Force

Author: Andris A. ZOLTNERS

Publisher: AMACOM Div American Mgmt Assn

Published: 2009-02-11

Total Pages: 498

ISBN-13: 0814410421

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Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organi­za­tions. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effec­tive­ness • attract and retain the best salespeople • design incen­tive compensation plans • set goals • manage sales perform­ance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

Building a Winning Sales Management Team
Building a Winning Sales Management Team

Author: Andris A. Zoltners

Publisher: Zs Associates, Incorporated

Published: 2012

Total Pages: 284

ISBN-13: 9780985343606

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First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. "Building a Winning Sales Management Team" shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in "Building a Winning Sales Management Team" just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. "Building a Winning Sales Management Team" shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.

Sales Force Design For Strategic Advantage
Sales Force Design For Strategic Advantage

Author: A. Zoltners

Publisher: Springer

Published: 2004-06-25

Total Pages: 401

ISBN-13: 0230514928

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This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

The Complete Guide to Sales Force Incentive Compensation
The Complete Guide to Sales Force Incentive Compensation

Author: Andris Zoltners

Publisher: AMACOM

Published: 2006-08-07

Total Pages: 511

ISBN-13: 0814429726

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A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

The Complete Guide to Accelerating Sales Force Performance
The Complete Guide to Accelerating Sales Force Performance

Author: Andris A. Zoltners

Publisher: AMACOM/American Management Association

Published: 2001

Total Pages: 504

ISBN-13: 9780814426166

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To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.

High Performance Selling
High Performance Selling

Author: Anthony S Chaine

Publisher:

Published: 2019-12-03

Total Pages: 426

ISBN-13: 9781085998772

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Whether you are an accomplished sales executive leading a large organization or a sales manager leading a team, your ability to remove obstacles and speed the sales process will determine your success. High-Performance Selling is geared for the sales leader who has to persuade others to work as a sales force of one. Written in a straightforward fashion by veteran sales management consultant Anthony Chaine, this book shows you how to: - lead sales organizations- build solid sales operation- improve cross-functional team cooperation- build better hiring and recruiting systems- develop a sales culture that drives performance- empowers your sales managers to create winning teams"I have worked with Anthony, and I can say firsthand, his leadership style has had a profound impact on every level of our organization. His approach is profoundly visionary and hugely influential. I highly recommend Anthony, his approach, and his book."-Antonio Casanova, CEO of NOVAPAY"World-class selling is about aiding customers to make better choices. Anthony's inspiring stories and honest advice provides insight that sales leaders at every level can use to their benefit. High-Performance Selling is a thought-provoking, good read on an important subject."-Tom Howard, Managing Director TM Cards Networks"Your success as a leader is as good the success of your sales teams. Anthony shows you how to make the right decisions to lead your sales organization towards peak performances while eliminating bottlenecks to keep your sales organization moving toward significance."-Brian Luc, Vice President of Business OperationsAnthony Chaine is an expert in sales management and leadership. He has won multiple awards as a quota carrying sales leader, trainer, and instructor. He is the founder and the CEO of Elite Sales Leadership Consulting LLC. He specialized in management and sales training. Visit asalesleader.com for tools and resources as well as information on your seminars and coaching programs.

Sales Management Success
Sales Management Success

Author: Warren Kurzrock

Publisher: John Wiley & Sons

Published: 2019-10-15

Total Pages: 205

ISBN-13: 1119575850

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The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results. While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book: Contains the most up-to-date strategies for sales executives Offers compelling real-world examples Includes the ideas and tools that can be put into action immediately Draws on the experience of the CEO of Porter Henry & Co. Reinforces the immediate application and learning with assessments, exercises, professional toolbox Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

Author: John DeVincentis

Publisher: McGraw Hill Professional

Published: 1999-02-05

Total Pages: 320

ISBN-13: 0071371265

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In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.

Luxury Sales Force Management
Luxury Sales Force Management

Author: M. Merk

Publisher: Springer

Published: 2014-02-24

Total Pages: 220

ISBN-13: 1137347449

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The sales team can often make or break the success of new brands or products. This comprehensive guide provides strategies, models and checklists to help managers and directors strengthen the relationships of their firm's sales force with their own or other brands, maximizing turnover and profit in the long run.

Pricing and the Sales Force
Pricing and the Sales Force

Author: Andreas Hinterhuber

Publisher: Routledge

Published: 2015-09-16

Total Pages: 248

ISBN-13: 1317648374

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Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" – converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force. A selection of the world’s leading specialists explore different aspects of sales force and pricing strategy integration: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value quantification; engaging the sales force: driving organizational change processes with the sales force; designing effective selling processes: designing and implementing processes that enable superior performance, and; aligning sales force incentives and building the infrastructure: insights into how to align sales force incentive schemes; tools and instruments to enable the sales force to perform. The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.