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

Über die Autorinnen und Autoren

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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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 Northwestern University. 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 Indian School 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.

Aus dem Klappentext

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 understandand 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 resultsall without disrupting your current sales progress.

Specifically, youll 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 effectivenesscomplacency * 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 relationshipsand 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 Northwestern University. 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 Indian School 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.