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The Complete Guide to Accelerating Sales Force Performance
Book

The Complete Guide to Accelerating Sales Force Performance

Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners
AMACOM, 2001

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Editorial Rating

6

Qualities

  • Applicable

Recommendation

To boost your sales group’s performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you’ll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you’re going to be academic, you might as well learn something.

Take-Aways

  • Do a regular sales force assessment, since your sales force is your most critical asset.
  • Assessment strategies are based on results, activities and behavior, people and culture, and sales force investment and decisions.
  • Don’t use just one assessment measure, such as number of sales.

About the Authors

Andris A. Zoltners, Ph.D., is a professor of marketing at the J. L. Kellogg Graduate School of Management at Northwestern University. Prabhakant Sinha, Ph.D., is Managing Director of Z Associates, a sales and marketing consulting firm he founded with Andris Zoltners in 1983. Greggor A. Zoltners is a finance and marketing consultant and business writer.

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