Building a winning sales force powerful strategies for driving high performance /
"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 challenging to develop and lead." "Building a Winning Sales Force is the most comprehensive...
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| Other Authors: | , |
| Format: | Electronic |
| Language: | English |
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New York :
AMACOM,
c2009.
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| Subjects: | |
| Online Access: | View fulltext via EzAccess |
Table of Contents:
- The dimensions and drivers of a winning sales force
- Achieving sales force excellence
- Sales strategies that win with customers
- Sizing your sales force for long-term success
- Structuring your sales force for efficiency and effectiveness
- Designing sales territories for maximum success
- Sales force recruiting : winning the war for talent
- Developing more effective training programs
- How to create a winning sales force culture
- The right sales manager : a key to sales force success
- Using information technology to enhance sales
- How sales force incentives can drive results
- Setting fair and realistic goals to motivate your sales force
- Staying on track through better sales force performance management
- Preventing sales force complacency : the silent killer of sales effectiveness
- Adapting a sales strategy to meet new challenges
- Allocating sales resources to maximize results
- Retaining successful salespeople
- Achieving better sales and marketing alignment
- The GE story: improving sales force effectiveness across businesses.