The Complete Guide To Accelerating Sales Force Performance
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The Complete Guide To Accelerating Sales Force Performance
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Author : Andris A. Zoltners
language : en
Publisher: AMACOM/American Management Association
Release Date : 2001
The Complete Guide To Accelerating Sales Force Performance written by Andris A. Zoltners and has been published by AMACOM/American Management Association this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Business & Economics categories.
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.
Complete Guide To Accelerating Sales Force Performance
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Author : Andris et al Zoltners
language : en
Publisher:
Release Date : 2001
Complete Guide To Accelerating Sales Force Performance written by Andris et al Zoltners and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with categories.
The Complete Guide To Sales Force Incentive Compensation
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Author : Andris Zoltners
language : en
Publisher: AMACOM
Release Date : 2006-08-07
The Complete Guide To Sales Force Incentive Compensation written by Andris Zoltners and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-08-07 with Business & Economics categories.
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.
Sales Force Design For Strategic Advantage
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Author : A. Zoltners
language : en
Publisher: Springer
Release Date : 2004-06-25
Sales Force Design For Strategic Advantage written by A. Zoltners and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-06-25 with Business & Economics categories.
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 Ultimate Guide To Sales Training
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Author : Dan Seidman
language : en
Publisher:
Release Date : 2024-01-15
The Ultimate Guide To Sales Training written by Dan Seidman and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-01-15 with Business & Economics categories.
This work offers you potent tactics from each step of the sales process which can shortcut the design of your training, in order to improve sales team performance. Train your sales pros to change behaviors, adopt these best practices.
The Ultimate Guide To Sales Training
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Author : Dan Seidman
language : en
Publisher: John Wiley & Sons
Release Date : 2012-01-11
The Ultimate Guide To Sales Training written by Dan Seidman and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-01-11 with Business & Economics categories.
The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques: Building Mental Flexibility Anchoring Concepts for Easy Recall Encouraging Behavioral Change Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more. Praise for The Ultimate Sales Training Handbook "This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash." —Gerhard Gschwandtner, founder and publisher, Selling Power Magazine "Sales professionals throughout the world will discover performance improvement through this training encyclopedia. Dan Seidman is helping make sales training a major strategic driver for all organizations." —Tony Bingham, president and CEO, ASTD "Each chapter just might be the one piece that plugs the gap in your team's performance. Dan is truly earning the title Trainer to the World's Sales Trainers." —Willis Turner, CAE CSE, president and CEO, of Sales & Marketing Executives International
The Power Of Sales Analytics
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Author : Andris A. Zoltners
language : en
Publisher: Zs Associates, Incorporated
Release Date : 2015-03
The Power Of Sales Analytics written by Andris A. Zoltners and has been published by Zs Associates, Incorporated this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-03 with Sales management categories.
Written by over 20 thought leaders from ZS Associates, Inc., The Power of Sales Analytics shares strategic insights, pragmatic advice, and illustrative case studies and approaches for using analytics to support sales force decisions and drive results. The authors describe how leading companies have successfully used analytics to improve key sales force effectiveness drivers such as customer targeting, sales process design, sales force size and structure, territory design, talent management, incentive compensation, goal setting, and performance management. The book also has a blueprint for implementing critical analytic capabilities cost-effectively by assembling the right combination of internal and external resources. The Power of Sales Analytics is edited by the founders of ZS Associates, Andris A. Zoltners and Prabhakant Sinha, who have personally consulted with more than 200 companies in over 20 countries, and business writer Sally E. Lorimer. As experts in the field of sales analytics, the editors have helped the sales leaders of Fortune 500 companies, as well as smaller entrepreneurial businesses, tap into the power of analytics to enable smarter sales strategies, support more efficient operations, facilitate more effective execution, and ultimately drive results. They are also coauthors of numerous academic articles and books on sales force management, including Building a Winning Sales Force, Accelerating Sales Force Performance, Sales Force Design for Strategic Advantage, The Complete Guide to Sales Force Incentive Compensation, and Building a Winning Sales Management Team. In addition to cofounding ZS Associates, Zoltners is a professor emeritus of marketing at Northwestern University s Kellogg School of Management, and Sinha is a former Kellogg faculty member. Both continue to teach sales executives Zoltners at Kellogg and Sinha at the Indian School of Business and the Gordon Institute of Business Science in South Africa. ZS Associates is a global leader in sales and marketing consulting, outsourcing, technology, and software. For more than 30 years, ZS has helped companies across a range of industries deliver greater impact through their sales and marketing investments and operations.
Building A Winning Sales Management Team
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Author : Andris A. Zoltners
language : en
Publisher: Zs Associates, Incorporated
Release Date : 2012
Building A Winning Sales Management Team written by Andris A. Zoltners and has been published by Zs Associates, Incorporated this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012 with Business & Economics categories.
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 Automation Done Right
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Author : Keith Thompson
language : en
Publisher: SalesWasy Press
Release Date : 2005
Sales Automation Done Right written by Keith Thompson and has been published by SalesWasy Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with Business & Economics categories.
Building A Winning Sales Force
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Author : Andris A. ZOLTNERS
language : en
Publisher: AMACOM Div American Mgmt Assn
Release Date : 2009-02-11
Building A Winning Sales Force written by Andris A. ZOLTNERS and has been published by AMACOM Div American Mgmt Assn this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-02-11 with Business & Economics categories.
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.