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
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