First-line sales managers (FLMs) play a key role in helping a sales
organization drive profitable revenue growth in an ever-changing
business environment. But although directly responsible for
managing and driving sales force performance, FLMs often don t get
enough time, attention, and resources from sales leaders. Building
a Winning Sales Management Team shows just how important FLMs are
to sales organizations and what happens when companies underinvest
in these key players.
Authors of four previous books on sales management, Zoltners,
Sinha and Lorimer show in Building a Winning Sales Management Team
just how companies can nurture successful FLMs and improve sales
force productivity. The book has dozens of real-life examples of
how investing in first-line management paid off in a big way. In
developing the book, the authors collaborated with leaders from
some of the world s top companies. The authors also draw on their
cumulative experience as sales and marketing consultants, faculty
members at Northwestern University s Kellogg School of Management,
and business speakers and writers to produce fresh, completely
original insights on sales force effectiveness.
Building a Winning Sales Management Team shows in detail
exactly how companies can improve FLM performance. The authors
reveal eight key drivers for defining, creating and enabling a
successful first-line sales management team, and show how FLMs are
critical facilitators of change. The book also includes a
self-assessment tool to help organizations determine the right
priorities to start improving sales management team
performance.
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