| 商家名称 | 信用等级 | 购买信息 | 订购本书 |
 |
 |
Building a Winning Sales Force: Powerful Strategies for Driving High Performance |  |
 |
|
Building a Winning Sales Force: Powerful Strategies for Driving High Performance | |
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.
A high-performance sales force is one of the most critical components of any successful organization. But it is also a complex organism that is difficult to understand—and therefore extremely challenging to develop and lead.
Building a Winning Sales Force is the most comprehensive and practical book ever written on the subject of designing, building, and driving a superior sales team. The book combines the wisdom and advice of three renowned sales experts whose experience ranges from the university classroom to the boardrooms of more than 400 sales organizations around the world.
With this book as your guide, you will learn the changes to implement now that will immediately enhance the performance of all your sales professionals while also building new customer relationships, and, of course, driving your top and bottom line results—all without disrupting your current sales progress.
Specifically, you’ll learn how to:
Develop sales strategies that build competitive advantage by demonstrating real value to customers
Structure your sales force to better exploit
market opportunities
Use top-notch recruiting strategies that attract
the best of the best
Arm your sales force with the best information
and tools available
Design sales compensation programs that motivate for maximum effort
Set high but fair and consistent goals that every member of your sales force will want to exceed every period
Integrate sales and marketing strategies to create
the ultimate customer-facing organization
Eradicate the “silent killer” of sales force effectiveness—complacency
And more
“Practically every company can dramatically improve sales revenues by implementing the right effectiveness initiatives,” the authors demonstrate, using numerous examples from their own client relationships—and they reveal how to achieve such elusive goals as more revenue, increased productivity, improved customer perception, and sales force retention.
Rich with powerful strategies, illuminating examples and case studies, ready-to-use tools, and helpful illustrations, Building a Winning Sales Force provides a proven, customizable blueprint you can use to drive excellence and outstanding results in your business, quarter after quarter and year after year.
Andris A. Zoltners is a professor of Marketing at the Kellogg School of Management at NorthwesternUniversity. He is a founder and co-chairman of ZS Associates, a global business consulting firm. For over 30 years, he has served the business community as a professor, consultant, speaker, and author on marketing and sales force performance.
Prabhakant Sinha is a founder and co-chairman of ZS Associates, where he has consulted on sales effectiveness for more than 200 firms in North America, Europe, and Asia. A former faculty member of the Kellogg School of Management, he continues to teach sales executives at Kellogg and the IndianSchool of Business.
Sally E. Lorimer is a consultant and business writer. She was previously a principal at ZS Associates, where she consulted with numerous companies on sales force effectiveness.
Andris A. Zoltners (Evanston, IL) is a professor of marketing at the Kellogg School of Management at Northwestern University.
Prabhakant Sinha (Chicago, IL) is Co-Chairman of ZS Associates, a global sales effectiveness and marketing consulting firm founded by Zoltners and Sinha in 1983. Andy and Prabha are the coauthors of The Complete Guide to Sales Force Incentive Compensation (978-0-8144-7324-5) and The Complete Guide to Accelerating Sales Force Performance (978-0-8144-0650-2).
Sally E.Lorimer (Northville, MI) is a sales and marketing consultant and business writer.
“…chockablock full of the nuts and bolts of sales management…extraordinarily practical and highly readable… building a sales organization or are a salesperson, it’s a must-read.”
Life Insurance Selling
“… one of the most comprehensive and practical books on designing, building, and driving a superior sales team… advice from some of the top sales professionals in the world.”
Selling Power Hiring and Recruiting Newsletter
“…give[s] sales leaders the critical tools they need to create successful sales organizations in these tough economic times…cites plenty of real world and practical success stories…”
Consulting magazine
"...provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations.”
CRM Industry.com
ADVANCE Praise for Building a Winning Sales Force:
“Building a Winning Sales Force combines the intellectual rigor and practical advice sales leaders need to be market-driven, customer-oriented and highly competitive.”
— Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing,KelloggSchool of Management, Northwestern University
“The sales organization is an intricate puzzle, with the individual pieces only making sense when they fit together to create a complete picture. This book not only gives you the pieces, it also shows you how to assemble them into a winning sales force.”
— Neil Rackham, bestselling author of SPIN Selling and Rethinking the Sales Force
“The authors achieve the rare feat of providing sensible frameworks and instructive examples that address the most important problems facing today’s sales forces. Building a Winning Sales Force has rigor and relevance rolled into one.”
— Kash Rangan, Malcolm McNair Professor of Marketing, HarvardBusinessSchool
“Practical examples and lessons learned from a broad range of industries and experts kept me turning the pages to learn more.” — Gretchen Garrigues, Commercial Excellence Leader for GE Corporate Financial Services
“The ideas in Building a Winning Sales Force work. We have used them to transform our sales organization . . . sales processes have become more disciplined and salespeople are delivering greater value to customers.”
— Jeff Foland, Senior Vice President,
Worldwide Sales and ContractCenters, United Airlines
“We apply the frameworks presented in this book throughout our planning cycles to prioritize the levers that drive selling excellence. As a result we regularly achieve improved global sales force performance.”
— Gregory Schofield, Executive Vice President & Head of Global Sales,
Novartis Pharmaceuticals Corp.
Contents
P A R T 1
A Blueprint for Sales Force Excellence 1
1 The Dimensions and Drivers of a Winning Sales Force 3
2 Achieving Sales Force Excellence 23
P A R T 2
Improving the Top Sales Effectiveness Drivers 47
3 Sales Strategies That Win with Customers 49
4 Sizing Your Sales Force for Long-Term Success 61
5 Structuring Your Sales Force for Efficiency and Effectiveness 91
6 Designing Sales Territories for Maximum Success 115
7 Sales Force Recruiting: Winning the War for Talent 129
8 Developing More Effective Training Programs 147
9 How to Create a Winning Sales Force Culture 171
10 The Right Sales Manager: A Key to Sales Force Success 199
11 Using Information Technology to Enhance Sales 223
12 How Sales Force Incentives Can Drive Results 247
13 Setting Fair and Realistic Goals to Motivate Your Sales Force 287
14 Staying on Track Through Better Sales Force Performance
Management 305
P A R T 3
Addressing Common and Challenging Sales Management
Issues 321
15 Preventing Sales Force Complacency: The Silent Killer of Sales
Effectiveness 323
16 Adapting a Sales Strategy to Meet New Challenges 347
17 Allocating Sales Resources to Maximize Results 367
18 Retaining Successful Salespeople 395
19 Achieving Better Sales and Marketing Alignment 421
20 The GE Story: Improving Sales Force Effectiveness Across
Businesses 455
Index 477
Preface
The sales function is front and center in the challenge to meet or exceed
business growth objectives. Sales force effectiveness is a critical success
factor, as sales leaders are challenged to respond to events within their
companies, their markets, and their environment, while at the same
time, striving to continuously improve sales force performance.
We wrote Building a Winning Sales Force: Powerful Strategies for Driving
High Performance to provide current and aspiring sales leaders with
innovative yet practical strategies for dealing with their most critical and
frequently faced sales force challenges and opportunities. The book lays
out an actionable and relevant blueprint for building and sustaining sales
force success in any business environment. It is designed to help you
assess how good your sales organization really is, identify current and
future sales force improvement opportunities that have large bottomline
impact, and implement tools and processes that immediately
enhance sales effectiveness.
Drawing on our experience consulting with companies all over the world, we strive to make complex and elusive
concepts easy to understand and to provide ideas that can be implemented
right away to address challenges and opportunities such as:
̶
……
