The Complete Guide to Accelerating Sales Force Performance

Bol

The Complete Guide to Accelerating Sales Force Performance 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. This helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force. Every 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. While underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance 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 "success drivers" 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, The Complete Guide to Accelerating Sales Force Performance is an excellent source of practical ideas for sales and marketing managers in all industries.

Bol Partner

The Complete Guide to Accelerating Sales Force Performance presents an effective, innovative framework for evaluating and improving the performance of any sales force. It identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such success drivers as: culture; sales force structure; hiring; sales manager selection; training; compensation; technology; sales territory design; goal setting; and performance management. This is a basic guide for one of the most basic pressures on sales managers - how to ratchet up your sales force performance, providing a framework for evaluating sales force effectiveness, and a structure for making better sales force decisions. The book supplies highly practical solutions and processes and is packed with valuable insights and real-world examples from companies the authors have personally consulted for. It describes best practices for improving sales force effectiveness and explains how a sales force can adapt to changing technology, the Internet and the new economy. The Complete Guide to Accelerating Sales Force Performance allows the reader to tap into the latest thinking on sales force issues, so they are prepared to lead a successful selling organization into the new century.