Building a Winning Sales Force: Powerful Strategies for Driving High Performance

Building a Winning Sales Force: Powerful Strategies for Driving High Performance

Building a Winning Sales Force: Powerful Strategies for Driving High Performance

Building a Winning Sales Force: Powerful Strategies for Driving High Performance

Synopsis


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 helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations. The book shows readers how to:

assess how good their sales force really is
• identify sales force improvement opportunities
• implement tools and processes that have immediate impact on sales effectiveness
• attract and retain the best salespeople
• design incentive compensation plans
• set goals
• manage sales performance
• motivate the sales force

With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

Excerpt

The sales force is a powerful driver of revenues, and because salespeople are entrusted with a company's most important asset—its relationship with its customers—they have a significant and often determining impact on an organization's success.

Cisco, Microsoft, IBM, and Oracle each have over 11,000 salespeople in the United States. Pfizer, Johnson & Johnson, and GlaxoSmithKline each have more than 7,000. These seven companies spend a total of over $20 billion a year on their sales forces. The amount invested across all U.S. companies exceeds $800 billion, close to three times the amount of money spent on advertising. On average, companies invest about 10 percent of their annual revenues in their sales forces.

Because of the high cost of maintaining a sales force and because sales are directly linked to profitability, most companies take an active interest in maximizing sales force effectiveness, setting up initiatives with titles like “Sales Force Effectiveness Review—Winning for the Customer,” “Global Sales Force Effectiveness Benchmarking,” and “Sales Effectiveness and Growth Initiative.” In many companies, a full-time employee with a title like “Director of Sales Effectiveness” manages a . . .

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