Building a Winning Sales Force: Powerful Strategies for Driving High Performance | by Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer | 2009 | ISBN: 9780814410400. Sales Strategy Books. A Blueprint for Sales Force Excellence. Sales Effectiveness Drivers.

Building a Winning Sales Force: Powerful Strategies for Driving High Performance

by Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
2009 (497 pages)
ISBN:9780814410400

Containing the practical advice and case studies of companies that have conquered even the most challenging obstacles, this innovative book will enable every company to drive sales and stay competitive.

Get this Book by clicking below:

Building a Winning Sales Force—Powerful Strategies for Driving High Performance







Preface
Overview
How the Book is Organized

Part 1 – A Blueprint for Sales Force Excellence



Chapter 1 – The Dimensions and Drivers of a Winning Sales Force
Overview
The Sales System: Dimensions of a Winning Sales Force
The World of Sales
What Is on the Minds of Sales Leaders?
Diagnosing and Addressing Sales Force Issues and Concerns

Chapter 2 – Achieving Sales Force Excellence
The Two Types of Sales Force Effectiveness Opportunities
Responding Successfully to Events
The Effectiveness Hunt
Now Go for It

Part 2 – Improving the Top Sales Effectiveness Drivers



Chapter 3 – Sales Strategies That Win with Customers
Overview
Defining Sales Strategy
Developing a Sales Strategy
Implementing a Sales Strategy

Chapter 4 – Sizing Your Sales Force for Long-Term Success
Overview
Matching Sales Force Size to the Business Life Cycle
Sales Force Sizing Dynamics
How to Size Your Sales Force for Success

Chapter 5 – Structuring Your Sales Force for Efficiency and Effectiveness
Overview
Structuring the Sales Force for Results
Choosing the Right Sales Force Structure and Managing its Stresses
Insights for Better Sales Force Structures

Chapter 6 – Designing Sales Territories for Maximum Success
Sales Leaders Often Overlook Sales Territory Design
Good Sales Territory Design Encourages Sales Success
Insights for Overcoming Implementation Challenges
Assess Territory Design Every One to Two Years

Chapter 7 – Sales Force Recruiting: Winning the War for Talent
Recruiting the Highest-Quality Salespeople Leads to Success
Processes for Better Recruitment
Maximizing the Effectiveness of Your Recruiting Process

Chapter 8 – Developing More Effective Training Programs
An L&D Success Framework
L&D When the Sales Process Is Evolving: Creating a Learning Organization
Aligning L&D Efforts with Other Sales Effectiveness Drivers

Chapter 9 – How to Create a Winning Sales Force Culture
Overview
Defining Sales Force Culture
What Makes a Sales Force Culture Successful?
Implementing a Winning Sales Culture

Chapter 10 – The Right Sales Manager: A Key to Sales Force Success
The Long-Term Impact of the Sales Manager
The Sales Manager’s Role
Establishing and Sustaining a Vigorous Sales Management Team

Chapter 11 – Using Information Technology to Enhance Sales
The Changing World of Sales Information Technology
How IT Enhances Sales Force Effectiveness
Effectiveness-Enhancing Sales IT Insights
Leveraging Information for Estimating Account Potential

Chapter 12 – How Sales Force Incentives Can Drive Results
The Four Steps to Effective IC Plan Design and Implementation
IC Assessment: Going Beyond “We Made Our Numbers, so the Plan Must Be Working”
Designing a New Plan: Four Key Decisions for Designing an IC Plan
Testing a New Plan: Making It Future-Proof
Implementing a New Plan: Making It Work
Insights for IC Success

Chapter 13 – Setting Fair and Realistic Goals to Motivate Your Sales Force
Effective Goals Motivate the Sales Force
The Cost of Poor Goal Setting
Dealing with Challenging Goal-Setting Issues
Insights for More Effective Goal Setting

Chapter 14 – Staying on Track through Better Sales Force Performance Management
Overview
The Performance Management Process
Performance Management Insights

Part 3 – Addressing Common and Challenging Sales Management Issues
Chapter 15 – Preventing Sales Force Complacency
The Silent Killer of Sales Effectiveness
Battling the Silent Killer of Sales Effectiveness
The Consequences of Complacency
Detecting Complacency
Addressing Complacency
Eradicating Sales Force Complacency

Chapter 16 – Adapting a Sales Strategy to Meet New Challenges
Evolving Sales Strategies
How to Know When a Sales Strategy Upgrade Is Needed
Implementing a Sales Strategy Upgrade

Chapter 17 – Allocating Sales Resources to Maximize Results
Overview
The Outcomes
The Behaviors
What Can Be Done to Improve Sales Resource Allocation?

Chapter 18 – Retaining Successful Salespeople
Turnover Costs
Turnover Dynamics
How to Manage Turnover

Chapter 19 – Achieving Better Sales and Marketing Alignment
Overview
The Sales and Marketing Thought Worlds
A Sales and Marketing Framework: A Need for Specialization and Communication
Achieving Better Sales and Marketing Alignment
Addressing Sales and Marketing Tensions: Two Examples
Achieving Better Sales and Marketing Alignment in Two Common Business Environments
Some Final Insights

Chapter 20 – The GE Story: Improving Sales Force Effectiveness across Businesses
Overview
Why GE Is Investing in Sales Force Effectiveness
Sales Force Effectiveness Implementation Plan
How GE’s Corporate Initiative Benefits GE Businesses
Authors’ Advisory

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  • ERP Books. SAP MM Questions and Answers | by Kogent Learning Solutions, Inc. | 2010 | ISBN: 9780763781446. SAP Materials Management. Materials Requirement Planning. mySAP ERP Applications. Inventory Management. Procurement and Purchasing Management.
  • Building a Culture of Accountability Within Organization. Creating Individual Accountability for Performance. A Lesson Learned from Hospitality Industry.
  • 4 Characteristics of Good Franchise. What Good Franchise Package should look like.
  • Key Elements of Occupational Fraud. Fraud Triangle - motivation, opportunity, and rationalization.
  • Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status, 4th Edition | by Peter Cheverton | ISBN: 9780749452773. Strategic Account Planning. Customer Contact Strategies. Achieving Key Supplier Status. Measuring Customer Profitability
  • C++ Programming for the Absolute Beginner, Second Edition | by Mark Lee | 2009 | ISBN: 9781598638752. How To Design Software using Object-Oriented Programming. The Software Development Cycle. Software Design Best Practices. Programming On Mac Os X. Programming On Linux.
  • AI Game Engine Programming | by Brian Schwab | 2009 | ISBN: 9781584505723. Artificial Intelligence Books. Distributed AI Design. Adventure Games. Real-Time Strategy (RTS) Games. Platform Games. Shooter Games. Racing Games. Classic Strategy Games. Fighting Games. Artificial Life (Alife) Games
  • IBM Lotus Notes and Domino 8.5.1: The Upgrader's Guide | by Tim Speed et al. | 2010 | ISBN: 9781847199287. Collaborative Computing Books. Key Lotus Notes 8.5 Enhancements. How to Upgrade to Notes and Domino 8.5. How Lotus Notes 8.5 Works with SOAs. Productivity Tools Integration with Notes 8.5
  • Fabrication and Design of Resonant Microdevices | by Behraad Bahreyni | ISBN: 9780815515777. Micromachined Resonant Devices. Bulk vs Surface Micromachining. Microfabrication Techniques. Resonant Microsensors. Frequency Shift Measurement Techniques. Thermoelastic Damping.
  • 10 Key factors for marketing effectiveness.ENVIRONMENTAL SENSITIVITY.TIGHT CUSTOMER FOCUS.BALANCE PORTFOLIO.CUSTOMER ORIENTATION.COMMITMENT TO INNOVATION AND IMPROVEMENT.
  • Total Sustainability Management Model for Enterprise. What is Corporate Sustainability.
  • How to be a good interviewer. Guidelines for Conducting and Analyzing Interviews.

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• This Month's Popular Posts

  • Different Types of Risk. Operational Risk. Strategic Business Risk. Reputational Risk.
  • 5 Legal Elements of Fraud. How Fraud investigators look for evidence of intent to defraud.
  • Common Types of Operational Risk. Internal fraud.External fraud.Legal and liability losses.Noncompliance with regulations.System failures.Inappropriate business practice.
  • ERP Books. SAP MM Questions and Answers | by Kogent Learning Solutions, Inc. | 2010 | ISBN: 9780763781446. SAP Materials Management. Materials Requirement Planning. mySAP ERP Applications. Inventory Management. Procurement and Purchasing Management.
  • BUSINESS MODEL OF THE FIRM. Four types of business model change strategies. Nine basic business model building blocks.
  • Understand CHIEF OPERATIONS OFFICER's Key ROLES AND RESPONSIBILITIES
  • Enterprise Resource Planning Books. SAP SD Questions and Answers | by Kogent Learning Solutions, Inc. | 2010 | ISBN: 9780763781989. Sales and Distribution (SD) Module in an ERP System
  • Five Characteristics of Good Training. Improve Workplace Performance with Business Goals Alignment.
  • Questionnaire Design: How to Plan, Structure and Write Survey Material for Effective Market Research, Second Edition | by Ian Brace | ISBN: 9780749450281. E-Marketing Research Books. Online Survey Design. RECRUITMENT Survey QUESTIONNAIRES. CUSTOMER SATISFACTION RESEARCH
  • 8 Sales Forecasting Techniques.Marketing models.Statistical demand analysis.Subjective methods of forecasting.Derived demand.Smoothing.Decomposition analysis.
  • Project Scheduling and Cost Control: Planning, Monitoring and Controlling the Baseline | by James C. Taylor | ISBN: 9781932159110. Project Managemet Books. Project Tools and Templates. TECHNIQUES FOR COMPRESSING THE SCHEDULE AND LEVELING RESOURCES. PROJECT RESOURCE PLANNING
  • Fraud Risk Assessment: Building a Fraud Audit Program | by Leonard W. Vona | ISBN: 9780470129456. Fraud Management Books. Payroll Fraud Schemes. Fraud Risk Control Strategy. Sample Fraud Audit Report. Travel Expense Concealment Strategies. Fraud in Expenditure. Contract Fraud Audit Plan
  • Fundamentals of Modern VLSI Devices, Second edition | by Yuan Taur and Tak H. Ning | 2009 | ISBN: 9780521832946. Basic Device Physics. MOSFET Devices Design. CMOS Device Design. Bipolar Devices Design. Nonvolatile Memory Design. Silicon-on-Insulator Devices. VLSI Device Technology
  • Materials Selection in Mechanical Design, Third Edition | by Michael F. Ashby | ISBN: 9780750661683. Materials Science Books. Engineering Materials. Material Property Charts. Designing Hybrid Materials
  • E-Banking Management: Issues, Solutions, and Strategies | by Mahmood Shah and Steve Clarke (eds) | 2009 | ISBN: 9781605662527. E-Banking Technologies. E-Banking Project Management. Delivery of Retail Banking Services. TOOLS FOR MANAGING E-BANKING
  • Strategic Information Management: Challenges and Strategies in Managing Information Systems, Third Edition | by Robert D. Galliers and Dorothy E. Leidner (eds) | ISBN: 9780750656191. Strategic Information Systems. Information Systems Planning Process. Information Systems–Business Strategy Alignment
  • Aligning Human Resources and Business Strategy | by Linda Holbeche | ISBN: 9780750653626. HR Books. Strategic HRM. Holistic HR Frameworks. Strategic Recruitment. Strategies for Developing People. High Performance HR Work Practices.
  • Quality Management Essentials. Key Concepts, Pros and Cons of Total Quality Management (TQM)
  • Naval Engineering Books. Marine Engineering | by Roy L. Harrington (ed) | ISBN: 9780939773107. Marine Engineering Books. Naval Architecture and Marine Engineering. Ship Design Process. Ship Propulsion System. Marine Steam Generators. Diesel and Gas Turbine Engines.
  • Fundamentals of Momentum, Heat, and Mass Transfer, Fourth Edition | by James R. Welty et al. | ISBN: 9780471381495. Radiation Heat Transfer. Turbulence on Momentum Transfer. Convective Heat Transfer. HEAT EXCHANGER ANALYSIS AND DESIGN