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
"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
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 challen
If you’re like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople
Aimed at sales executives and managers, this text explains how to design a sales force for maximum strategic advantage. Topics include identifying the most effective marketing channels, understanding
