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Every firm's sales force combines the distinctive personalities of its members with complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.Accelerating Sales Force Performance develops an effective, innovative frameworkfor evaluating and improving the performance of any sales force. It is packed with insights and ideas for improving success drivers such as: Hiring and sales manager selection
-- training
-- compensation
-- goal setting
-- performance management.This book is an excellent source of valuable, practical ideas for all sales and marketing managers.
List of contents
"1. The Role of the Sales Force in the Go-to-Market Strategy 2. Sales Force Assessment and Strategy 3. Sizing the Sales Force for Strategic Advantage 4. Structuring the Sales Force for Strategic Advantage 5. Sales Territory Design that Increases Sales 6. Recruiting the Best Sales People 7. Sales Force Training 8. The Critical Role of the First-Line Sales Manager 9. Sales Force Motivation 10. Compensating for Results 11. Effective Goal and Objective Setting 12. Precision Selling: Finding the Best Customers 13. Using Technology to Assist the Sales Force in Customer Relationship Management 14. Performance Management: Making It All Work 15. Building a Potent Sales Force Culture"
