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Building a Winning Sales Force
Book

Building a Winning Sales Force

Powerful Strategies for Driving High Performance

Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
AMACOM, 2009

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Editorial Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

To reveal the potential of your sales force, analyze and evaluate 12 sales effectiveness drivers. Maximize the benefits of those drivers and you often can maximize sales. Sales experts Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer explain how these drivers work. Their comprehensive book is filled with flow charts, scatter plots and other graphic presentations of data, underscoring the authors’ technical rigor. The book also offers case studies that bring the authors’ points down to earth. If the painstaking information is any indication, this team has thought long and hard about improving sales force effectiveness and it understands the subject exceedingly well. getAbstract believes readers can learn a great deal about building a great sales force from these astute observers.

Take-Aways

  • Selling requires more than just attaining sales targets, which may result from favorable market conditions or plain dumb luck.
  • To strengthen your sales force, analyze its results, customer accounts and work processes and activities.
  • Optimize 12 sales force “drivers” to enhance effectiveness, starting with strategy.

About the Authors

Andris A. Zoltners, Ph.D., teaches marketing at Northwestern University’s Kellogg School of Management. Prabhakant Sinha, Ph.D., teaches sales at the Indian School of Business and at Kellogg. Sally E. Lorimer is a consultant and writer on developing sales force effectiveness. They are also the authors of Sales Force Design for Strategic Advantage.

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    V. A. 1 decade ago
    I strongly recommend getting the actual book. As the reviewer points out, there are charts/plots/graphs that really need to be seen to appreciate the meat of this book. No offense to the "summarizer", but I don't think ANY summary by anyone will do the book justice.