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This helpful guide develops an effective, innovative framework for
evaluating and improving the performance of any sales force. 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. While
underrepresented in most marketing texts, the success of the sales
force is a major component in the overall success of most
companies. The Complete Guide to Accelerating Sales Force
Performance develops an effective, innovative framework for
evaluating and improving the performance of any sales force. This
book identifies and describes the key factors for creating a
fast-track, go-to-market strategy. It's loaded with proven ideas
for improving such "success drivers" as: culture sales force
structure hiring sales manager selection training compensation
technology sales territory design goal setting performance
management Packed with valuable insights and real-life examples,
The Complete Guide to Accelerating Sales Force Performance is an
excellent source of practical ideas for sales and marketing
managers in all industries.
Sales experts Andy Zoltners, Prabhakant Sinha, and Sally Lorimer
provides you with innovative yet practical tips for success by
offering solutions to many of the most common issues faced by
today's sales organizations. 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, the
authors have helped sales leaders around the world perfect their
sales strategy, operations, and execution. Drawing on their
strategic insight and pragmatic advice, Building a Winning Sales
Force shows you how to: assess how good their sales force really
is; identify sales force improvement opportunities; implement tools
and processes that have an immediate impact on sales effectiveness;
attract and retain the best salespeople; design incentive
compensation plans; set goals; manage sales performance; and
motivate the sales force. Filled with practical advice and case
studies of companies that have conquered even the most challenging
obstacles, Building a Winning Sales Force will enable your team to
drive sales and help your company stay competitive.
Sales isn't about pushing products or being efficient; it's about
building the right systems to manage and empower your salespeople.
If you read nothing else on sales, read these 10 articles. We've
combed through hundreds of Harvard Business Review; articles and
selected the most important ones to help you understand how to
create the conditions for sales success. This book will inspire you
to: Understand your customer's buying center Integrate your sales
and marketing operations Assess your business cycle and its impact
on your sales force Transition away from solution sales Leverage
the power of micromarkets Introduce tiebreaker selling and
consensus selling Motivate your sales force properly This
collection of articles includes: "Major Sales: Who Really Does the
Buying," by Thomas V. Bonoma; "Ending the War Between Sales and
Marketing," by Philip Kotler, Neil Rackham, and Suj Krishnaswamy;
"Match Your Sales Force Structure to Your Business Life Cycle," by
Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "The
End of Solution Sales," by Brent Adamson, Matthew Dixon, and
Nicholas Toman; "Selling into Micromarkets," by Manish Goyal,
Maryanne Q. Hancock, and Homayoun Hatami; "Dismantling the Sales
Machine," by Brent Adamson, Matthew Dixon, and Nicholas Toman;
"Tiebreaker Selling," by James C. Anderson, James A. Narus, and
Marc Wouters; "Making the Consensus Sale," by Karl Schmidt, Brent
Adamson, and Anna Bird; "The Right Way to Use Compensation," by
Mark Roberge; "How to Really Motivate Salespeople," by Doug J.
Chung; and "Getting Beyond 'Show Me the Money,'" an interview with
Andris Zoltners by Daniel McGinn.
Sales isn't about pushing products or being efficient; it's about
building the right systems to manage and empower your salespeople.
If you read nothing else on sales, read these 10 articles. We've
combed through hundreds of Harvard Business Review; articles and
selected the most important ones to help you understand how to
create the conditions for sales success. This book will inspire you
to: Understand your customer's buying center Integrate your sales
and marketing operations Assess your business cycle and its impact
on your sales force Transition away from solution sales Leverage
the power of micromarkets Introduce tiebreaker selling and
consensus selling Motivate your sales force properly This
collection of articles includes: "Major Sales: Who Really Does the
Buying," by Thomas V. Bonoma; "Ending the War Between Sales and
Marketing," by Philip Kotler, Neil Rackham, and Suj Krishnaswamy;
"Match Your Sales Force Structure to Your Business Life Cycle," by
Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "The
End of Solution Sales," by Brent Adamson, Matthew Dixon, and
Nicholas Toman; "Selling into Micromarkets," by Manish Goyal,
Maryanne Q. Hancock, and Homayoun Hatami; "Dismantling the Sales
Machine," by Brent Adamson, Matthew Dixon, and Nicholas Toman;
"Tiebreaker Selling," by James C. Anderson, James A. Narus, and
Marc Wouters; "Making the Consensus Sale," by Karl Schmidt, Brent
Adamson, and Anna Bird; "The Right Way to Use Compensation," by
Mark Roberge; "How to Really Motivate Salespeople," by Doug J.
Chung; and "Getting Beyond 'Show Me the Money,'" an interview with
Andris Zoltners by Daniel McGinn.
Designing an incentive plan to turn sales reps into sales
superstars! 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 to achieve ambitious revenue goals. And
sometimes it seems like you just don't know what works; your
products and markets are changing, the incentive program that was
so successful last year no longer produces the desired results, or
perhaps the generous incentive program you created has yielded a
corps of highly paid salespeople who spend most of their time on
existing clients and minimal time generating new business -- and
threaten to walk away with your customer base if you scale back
paychecks! Incentive programs are seductively powerful but
complicated instruments. Without careful planning and
implementation, they can be too stingy to motivate, too complex to
understand, too quick to reward mediocre results, and too difficult
to implement. But a well-designed and implemented incentive program
is an essential tool for building a motivated, highly effective
sales force that delivers the results you need. The Complete Guide
to Sales Force Incentive Compensation is a practical, accessible,
detailed roadmap to building a compensation system that gets it
right by creating motivating incentives that produce positive
outcomes. Packed with hundreds of real-life examples of what works
and what doesn't, this important guide helps you: Understand the
value of building an incentive plan that is aligned with your
company's goals and culture. Avoid the common trap of overusing
incentives to solve too many sales management problems. Measure the
effectiveness of your current incentive program, employing
easy-to-use tools and metrics for pinpointing its weak spots.
Design a compensation plan that attracts and retains successful
salespeople, including guidelines for determining the correct pay
level, the best salary incentive mix, the proper performance
measures, and the right performance payout relationship. Select an
incentive compensation plan that works for your organization --
then test the plan before it is launched. Set territory-level goals
that are fair and realistic, and avoid overpaying the sales force
because goals are too easy, or demoralizing salespeople by having
goals that are too difficult or not fairly assigned. Create and
manage sales contests, SPIFFs (Special Performance Incentive for
Field Force), and recognition programs that consistently deliver
the intended results. Manage a successful transition to a new
compensation plan and build efficient administration systems to
support your plan. Every year, corporations spend $200 billion
compensating their sales forces, with extremely mixed results. Make
sure every dollar you spend is helping to achieve your goal of
creating an empowered, effective sales force that drives your
company's success. Packed with ready-to-use formulas and assessment
tools and a wealth of insights from frontline sales managers and
executives, The Complete Guide to Sales Force Incentive
Compensation is your hands-on, easy-to-read playbook for crucially
important decisions.
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