Building a Winning Sales Force: Powerful Strategies for Driving High Performance
Building a Winning Sales Force: Powerful Strategies for Driving High Performance  -     By: Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
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Thomas Nelson / 2009 / Hardcover
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Building a Winning Sales Force: Powerful Strategies for Driving High Performance

Thomas Nelson / 2009 / Hardcover

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Stock No: WW437568


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Product Information

Format: Hardcover
Number of Pages: 498
Vendor: Thomas Nelson
Publication Date: 2009
Dimensions: 9.02 X 5.98 X 1.06 (inches)
ISBN: 0814437567
ISBN-13: 9780814437568

Publisher's Description

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.

Author Bio

Andris (Andy) Zoltners is Founder and Co-Chairman of ZS Associates, and a Frederic Esser Nemmers Distinguished Professor Emeritus of Marketing at the Kellogg School of Management at Northwestern University, where he had been a faculty member for more than 30 years. In 1983, Andy and former Kellogg colleague, Prabhakant Sinha, founded ZS Associates, a global leader in sales and marketing consulting, outsourcing, software and technology.  Andy’s areas of expertise are sales force strategy; sales force effectiveness; sales force size, structure and deployment; and sales force compensation. He has assisted over 250 companies in over 20 countries and across a wide range of industries including healthcare, technology, transportation, and financial services. Andy has spoken at numerous conferences, has taught sales force topics to several thousand Executive, M.B.A. and Ph.D. students, and continues to teach executives at the Kellogg School of Management. He has published more than 40 academic articles, edited two books on Marketing Models, and has co-authored a series of books on sales force management.

Prabhakhant (Prabha) Sinha is Founder and Co-Chairman of ZS Associates. He was an Associate Professor of Marketing at the Kellogg School of Management until 1987. In 1983, Prabha and Kellogg colleague, Andris Zoltners, founded ZS Associates, a global leader in sales and marketing consulting, outsourcing, software and technology.  Prabha has assisted over 250 firms in North America, Europe and Asia with issues related to sales force strategy and sales effectiveness. He continues to teach executives at the India School of Business and the Gordon Institute of Business Science. He has published over 30 academic articles and has co-authored a series of books on sales force management.

Sally Lorimer is a business writer, and was previously a Principal at ZS Associates where she consulted with numerous companies on sales strategy, sales force effectiveness, and territory alignment. Together with ZS founders Andris Zoltners and Prabhakhant Sinha, Sally has co-authored of a series of books on sales force management and several academic articles. Sally received her Master of Management degree from the Kellogg School of Management at Northwestern University and is also a graduate of the University of Michigan.

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